Sr. Business Development Director - Pharmacology (West Coast)

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):

• 5+ years sales (or relevant) 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.

Pay Range: $150,000-$165,000 (The range does not include benefits, and if applicable, bonus, commission, or equity)

Benefits: All job offers will be based on a candidate’s skills and prior relevant experience, applicable degrees/certifications, as well as internal equity and market data. Regular, full-time or part-time employees working 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(K), ESPP, Paid time off (PTO) or Flexible time off (FTO), and Company bonus where applicable. For more detailed information, please click here.

Application deadline: April 15, 2026
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