Executive Director Business Development, Biotech

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.