Job Description

of Responsibilities:

• Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.
• Establishes nurtures and grows client relationships at the appropriate levels.
• Develops account plans and partnerships with key accounts and strategic partners.
• Provides weekly sales activity reports to management.
• Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
• Provides comprehensive intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks.
• Recognizes and communicates sales opportunities for other business units.
• Sets and manages customer expectations.
• Collaborates with companywide resources to achieve superior customer satisfaction.
• Organizes and hosts client visits.
• Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
• Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
• Responsible for Opportunity Management and accurate pipeline forecasting.
• Collaborates effectively with sales executives from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Assists in determining margins and pricing with Client Services.
• Participates in proposal scope development as appropriate.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations.
• Identifies specific client needs that can be developed into new opportunities both within the business and for other Fortrea business units.
• Acts as a coach and mentor to AE’s within sphere of influence.
• Proactively shares best practices with broader sales teams and assists in Zone meeting training.
• Analyzes industry sources to identify business opportunities and leverage Fortrea relationships for prospective clients.
• Manages strategic accounts and complex sales.
• Coaches staff on interpretation of a RFP/quote/protocol.
• Performs quality control activities for peers and less experienced staff.
• Develops and establishes long-term account plans.
• Leads and negotiates business unit based MSA’s and preferred provider agreements.

Qualifications (Minimum Required):

• Bachelor’s degree in life science or business field preferred.
• Advanced industry knowledge.
• Demonstrated client retention skills,
• Ability to manage difficult client and/or financial situations.
• Strong working relationship with internal Fortrea management and site leadership.
• Ability to differentiate Fortrea from competitors.
• Experience 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 of the client organization.
• Extensive global collaboration experience
• Highly consultative
• Strong customer orientation
• Demonstrated ability to acquire, grow and retain clients.
• Knowledge of the drug development process
• Ability to influence disparate groups and individuals.
• Strong financial acumen: delivering business results in a commercial environment; budgeting;)

Experience (Minimum Required):

• Significant experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.

Physical Demands/Work Environment:

• Flexibility to participate in meetings across various time zones outside core working hours.
• Occasionally working extended hours to adhere to client deliverable timelines or attend client meetings.
• Client base to include domestic, regional, or transatlantic responsibilities.

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