Senior Director, Strategic Accounts – Pharma

📋 Description

• Collaborates with the Global Vice President of Sales and Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partnering Leadership, and local operational leaders to formulate and implement a global account strategy for targeted alliances, strategic, and key accounts.

• Holds direct responsibility for achieving financial objectives within the account portfolio.

• Responsible for meeting relationship-building goals within the account portfolio.

• Aims to increase the market share of existing Business Unit service lines.

• Focuses on optimizing financial targets for the launch of new Business Unit service lines.

• Works with Alliance Management to identify, develop, and execute integrated One Fortrea opportunities.

• Establishes and nurtures high-level relationships.

• Manages a portfolio of designated alliance, strategic, and key accounts, with the objective of increasing orders and profit share in selected accounts.

• Cultivates relationships with functional decision-makers critical to the business unit.

• May represent multiple Business Unit service lines to the client base.

• Provides thorough intelligence on key competitors.

• Promotes the business unit’s capabilities and distinct frameworks.

• Acts as the principal account interface and commercial negotiator for all Business Unit sites.

• Collaborates with Scientific Leadership and Marketing to target valuable scientific input that enhances account strategy and strengthens Fortrea’s scientific reputation within accounts.

• Works effectively with sales staff from other Fortrea units to bring potential opportunities to their attention and to identify and secure multi-unit projects.

• Develops and implements long-term account plans.

• Leads negotiations for business unit-based Master Service Agreements and preferred provider agreements.

• Responsible for communicating account plans, modifications, and account activities through Salesforce.com.

• Utilizes Salesforce.com to manage internal communications and document territory and client information as necessary.

• Assists in determining margins and pricing in collaboration with Client Services.

• Engages in proposal scope development as needed.

• Coordinates with Business Unit general management to ensure high-quality service delivery to the account portfolio.

• Maintains regular personal contact with clients.

• Participates in corporate teams to foster relationships with key accounts.

• Leads client presentations.

⛳️ 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 handle challenging client and/or financial situations.

• Capacity to differentiate Fortrea from its competitors.

• Experience in developing and executing strategic business plans.

• Ability to manage and motivate client-facing teams.

• Negotiation skills: direct face-to-face negotiating experience with major clients.

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

• Extensive experience in global collaboration.

• Highly consultative approach.

• Strong customer orientation.

• Experience in managing strategic accounts.

• Understanding of the drug development process.

• Ability to influence diverse groups and individuals.

• Strong financial acumen: delivering business results in a commercial environment, budgeting, financial planning, and reporting.

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

• Proficiency in English, both oral and written.

🏝️ Benefits

• Comprehensive benefits package.

• Opportunities for professional development and career growth.

• Collaborative and dynamic work environment.