Senior Business Development Director – Biotech

This is a fully remote position, open to applicants in Texas.

📋 Description

• Propel revenue expansion across strategic and intricate accounts through proactive outreach, networking, and commercial strategies.

• Foster relationships with key decision-makers.

• Create account plans and pinpoint next-best opportunities within Fortrea's business units.

• Oversee the sales pipeline and forecasting activities.

• Lead client presentations effectively.

• Formulate pricing strategies, proposals, MSAs, and preferred provider agreements.

• Meet annual sales objectives and targets for assigned accounts.

• Establish, maintain, and enhance client relationships.

• Develop account plans and partnerships with major accounts and strategic partners.

• Submit weekly sales activity reports to management.

• Design client call cycles and follow up on potential leads.

• Provide insights on key competitors.

• Promote business unit capabilities and differentiation frameworks.

• Relay sales opportunities to other business units.

• Set and manage customer expectations effectively.

• Collaborate with company-wide resources to ensure customer satisfaction.

• Organize and conduct client visits.

• Assess territory quotations and provide relevant input.

• Utilize SFDC for managing communication and documenting territory and client details.

• Collaborate with sales executives across Fortrea units to identify and secure multi-unit projects.

• Assist with margins and pricing in collaboration with Client Services.

• Engage in proposal scope development.

• Maintain regular personal contact with clients.

• Participate in corporate teams that support key accounts.

• Coach and mentor Account Executives.

• Share best practices with sales teams and assist in training during Zone meetings.

• Analyze industry sources to uncover business opportunities.

• Manage strategic accounts and complex sales scenarios.

• Guide staff on interpreting RFPs, quotes, and protocols.

• Conduct quality control activities for peers and less experienced staff members.

• Develop long-term account strategies.

• Lead negotiations for business-unit MSAs and preferred provider agreements.

⛳️ Requirements

• Bachelor’s degree in life sciences or a business-related field is preferred.

• Advanced knowledge of the industry.

• Proven skills in client retention.

• Ability to manage challenging client and/or financial situations.

• Strong rapport with internal Fortrea management and site leadership.

• Capability to differentiate Fortrea from competitors.

• Experience in developing and implementing strategic business plans.

• Ability to manage and motivate client-facing teams.

• Direct face-to-face negotiation experience with major clients.

• Demonstrated leadership experience in engaging and presenting to executives and senior levels within the client organization.

• Extensive experience in global collaboration.

• Highly consultative approach.

• Strong customer orientation.

• Proven ability to acquire, grow, and retain clients.

• Knowledge of the drug development process.

• Ability to influence diverse groups and individuals.

• Strong financial acumen, including delivering business results in a commercial context and budgeting.

• Minimum of 5 years of experience in business development within the CRO or pharmaceutical industry.

• Willingness to participate in meetings across various time zones outside of core working hours.

• Flexibility to work extended hours occasionally to meet client deadlines or attend client meetings.

• Client responsibilities may include domestic, regional, or transatlantic engagements.

🏝️ Benefits

• Medical

• Dental

• Vision

• Life insurance

• Short-term disability (STD)

• Long-term disability (LTD)

• 401(K)

• Employee Stock Purchase Plan (ESPP)

• Paid time off (PTO) or Flexible time off (FTO)

• Company bonus where applicable