Job Description
Job Overview:
Summary of Responsibilities:
- Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales and Client Services on client selection strategy, AE assignment, and account development plans.
- Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving, etc.) to assigned AE’s.
- Hires and develops diverse talent for open or new territories.
- Assigns accounts, territories and forecasts individual territory sales goals.
- Delivers order goals for the territory.
- Assists sales team in developing internal and external relationships and identifying new market opportunities.
- Conducts quarterly review of account plans.
- Works closely with sales leaders in other Fortrea business units to develop joint opportunities and relationships with clients.
- Facilitates negotiation of margin and pricing discussions both internally and externally.
- Manages team performance and feedback providing guidance on development opportunities and action plans.
- Monitors and controls team operating expenses.
- Leads scheduled networking events.
- Functions as an advisor to Account Executives, troubleshooting and resolving internal and external issues.
- Facilitates strong internal relationships and communication with operational colleagues.
- Identifies and executes process improvement opportunities.
- Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.
- Develops AE coaching/actions plans as needed.
- Gathers and shares market intelligence and competitive information with sales team, peers and marketing.
- Assists with annual sales meeting planning.
- Provides sales reports/updates to Senior Management.
- Supports/assists in developing BU-based global MSAs and preferred provider agreements.
Qualifications (Minimum Required):
- Bachelors degree in life science or business field preferred; advanced degree preferred.
Experience (Minimum Required):
- 10+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section.
- 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 in leading and presenting to executives and senior levels of the client organization.
- Extensive global collaboration experience.
- Highly consultative.
- Strong customer orientation.
- Excellent negotiation skills and demonstrated ability to influence sales decisions.
- Demonstrated ability to lead.
- Experience managing people.
- English required, both oral and written.
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 per year.
Pay Range: $215,000-$240,000 (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: May 20, 2026
Learn more about our EEO & Accommodations request here.