Senior Director, Strategic Accounts – Pharma

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

📋 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 designated alliances, strategic, and key accounts.

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

• Focuses on building relationships within the account portfolio.

• Works to increase market share for existing Business Unit service lines.

• Aims to optimize financial targets for the launch of new Business Unit service lines.

• Partners with Alliance Management to identify, cultivate, and execute integrated One Fortrea opportunities.

• Establishes high-level relationships.

• Manages a portfolio of defined alliances, strategic, and key accounts; responsible for enhancing order volume and profit share in selected accounts.

• Develops relationships with key functional client decision makers vital to the business unit.

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

• Provides thorough intelligence regarding key competitors.

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

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

• Coordinates with Scientific Leadership and Marketing to target scientific contributions that enhance account strategy and elevate Fortrea’s scientific reputation within accounts.

• Effectively collaborates with sales personnel from other Fortrea units to highlight potential opportunities and to identify and secure multi-unit projects.

• Develops and implements long-term account plans.

• Leads and negotiates Master Service Agreements (MSAs) and preferred provider agreements based on business unit needs.

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

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

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

• Participates in the development of proposal scopes as appropriate.

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

• Maintains regular personal contact with clients.

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

• Leads client presentations.

⛳️ Requirements

• Bachelor's degree in life science or business field is preferred.

• Advanced knowledge of the industry.

• Proven client retention capabilities.

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

• Capacity to distinguish Fortrea from its competitors.

• Experience in developing and executing strategic business plans.

• Ability to lead and inspire client-facing teams.

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

• Demonstrated leadership experience in presenting to and leading executives and senior levels of client organizations.

• Extensive experience in global collaboration.

• Highly consultative in approach.

• Strong orientation towards customer satisfaction.

• Experience managing strategic accounts effectively.

• Familiarity with the drug development process.

• Ability to influence diverse groups and individuals.

• Strong financial acumen: delivering business results within a commercial setting; budgeting; financial planning and reporting.

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

• Proficiency in English, both oral and written.

🏝️ Benefits

• Medical

• Dental

• Vision

• Life

• Short-Term Disability/Long-Term Disability (STD/LTD)

• 401(K)

• Employee Stock Purchase Plan (ESPP)

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

• Company bonus where applicable