Sr. Business Development Director - Biotech (Europe)

Job description

Job Overview: In this role, you’ll drive revenue growth across strategic and complex accounts through proactive outreach, smart networking, and sharp commercial execution. You’ll be the person who connects the dots—cultivating key decision-maker relationships, building account plans that actually move the needle, and spotting “next best” opportunities not just for your business unit, but across One Fortrea. You’ll manage the pipeline like a pro, lead standout client presentations, and help shape pricing, proposals, MSAs, and preferred provider agreements—all while keeping the customer experience front and center.

Summary 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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