Job Overview:

Directs territory sales strategy and execution, collaborating with senior leadership to shape account plans, optimize territory performance, and drive revenue growth. Leads, develops, and coaches Business Development Directors while fostering strong client relationships, identifying new market opportunities, and delivering on sales targets.

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: September 30, 2026

Learn more about our EEO & Accommodations request here.