Executive Director Business Development, Biotech (North East, US)

Fortrea•Durham, CA

9d•$215,000 - $240,000

About The Position

The Executive Director Business Development directs territory sales strategy and execution for the biotech sector in the North East United States. The role partners with senior leadership to shape account plans, optimize territory performance, and drive revenue growth. It leads, develops, and coaches Business Development Directors while fostering client relationships, finding market opportunities, and achieving sales targets. The position works with sales leadership on client selection, account assignments, and development plans; manages territory goals, forecasts, and team performance; and supports client relationships, negotiations, and joint opportunities across Fortrea business units. It also oversees operating expenses, uses SFDC to manage pipeline and sales metrics, shares market and competitive intelligence, and reports sales updates to senior management. The role requires 50% travel and flexibility to join meetings across time zones and occasionally work extended hours.

Requirements

10+ years of sales or relevant experience selling services directly to the pharmaceutical and biotech sector.
Advanced industry knowledge.
Direct interaction with mid-level and executive-level decision makers.
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.
Demonstrated leadership experience leading and presenting to executives and senior levels of client organizations.
Extensive global collaboration experience.
Highly consultative approach and strong customer orientation.
Excellent negotiation skills and demonstrated ability to influence sales decisions.
Demonstrated ability to lead and experience managing people.
English proficiency, both oral and written.
Bachelor’s degree in a life science or business field preferred.

Nice To Haves

Advanced degree preferred.
Leadership.

Responsibilities

Collaborate with Senior/Executive Directors of Sales and/or the Vice President of Sales and Client Services on client selection strategy, Account Executive assignments, and account development plans.
Manage, train, coach, mentor, and guide assigned Account Executives.
Hire and develop diverse talent for open or new territories.
Assign accounts and territories and forecast individual territory sales goals.
Deliver territory order goals.
Help the sales team build internal and external relationships and identify market opportunities.
Conduct quarterly account-plan reviews.
Work with sales leaders in other Fortrea business units to develop joint opportunities and client relationships.
Facilitate internal and external margin and pricing negotiations.
Manage team performance and provide feedback, development guidance, and action plans.
Monitor and control team operating expenses.
Lead scheduled networking events.
Advise Account Executives and troubleshoot and resolve internal and external issues.
Foster internal relationships and communication with operational colleagues.
Identify and execute process improvements.
Use SFDC to manage team pipeline, forecast, and analyze sales metrics.
Develop Account Executive coaching and action plans as needed.
Gather and share market intelligence and competitive information with the sales team, peers, and marketing.
Assist with annual sales meeting planning.
Provide sales reports and updates to senior management.
Support development of business-unit global MSAs and preferred provider agreements.