Sr. Director Strategic Accounts Pharma (United States)

Job Overview:

Summary of Responsibilities:

• Works with Global Vice President of Sales and Client Services Business Unit Presidents Global Scientific Leadership Strategic Partnering Leadership and local operational leaders to develop and execute global account strategy within targeted alliance strategic and key accounts.
• Directly accountable for: Achieving account portfolio financial goals Achieving account portfolio relationship building goals Growing market share of existing BU service lines Optimizing new BU service line launch financial goals Liaising with Alliance Management to identify develop and execute integrated One Fortrea opportunities.
• Build high-level relationships.
• Manages portfolio of defined alliance strategic and key accounts; responsible for growing orders and profit share in selected accounts.
• Builds relationships with functional client decision makers critical to the business unit.
• May represent multiple BU service lines to client base.
• Provides comprehensive intelligence on key competitors.
• Sells the business units capabilities and differentiation frameworks.
• Principal account interface and commercial negotiator for all BU sites.
• Liaises with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Fortreas scientific perception within accounts.
• Collaborates effectively with sales staff from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Develops and establishes long-term account plans.
• Leads and negotiates business unit based MSAs and preferred provider agreements.
• Accountable for communicating account plans modification and account activity through .
• Uses SFDC to manage internal communication and document territory and client information as required.
• Assists in determining margins and pricing with Client Services.
• Participates in proposal scope development as appropriate.
• Liaises with BU general management to ensure high quality delivery of services to account portfolio.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations.

Qualifications (Minimum Required):

• Bachelors degree in life science or business field preferred.
• Advanced industry knowledge.
• Demonstrated client retention skills.
• Ability to manage difficult client and/or financial situations.
• 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.
• Experience managing strategic accounts.
• Knowledge of the drug development process.
• Ability to influence disparate groups and individuals.
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting.
• Demonstrated ability to acquire grow and retain clients.
• English required both oral and written.

Experience (Minimum Required):

• 8 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.

Preferred Qualifications Include:

• Leadership.

Physical Demands/Work Environment:

• Standard office environment.
• Flexibility to participate in meetings across various time zones outside core working hours.
• Occasionally working extended hours in order to adhere to client deliverable timelines or attend client meetings.
• 50 % travel required.

Pay Range: $185000-$205000 (The range does not include benefits and if applicable bonus commission or equity)

Benefits: All job offers will be based on a candidates 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: July 31 2026

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