Senior Business Development Director – Biotech

Jobtailor; Deutschland; Remote; EUR 110.000 - 170.000; Vollzeit

Zusammenfassung

Fortrea in Germany seeks an experienced business development leader to drive revenue growth across strategic, complex accounts. You will cultivate decision-maker relationships, build account plans, and manage forecasts while shaping pricing, MSAs, and provider agreements.

The role requires leading client presentations, achieving sales targets, and mentoring Account Executives. Strong finance, global collaboration, and RFP expertise are essential for success.

Qualifikationen

• Bachelor's degree in life science or business field preferred.
• Advanced industry knowledge.
• Demonstrated client retention skills.
• Ability to manage difficult client and/or financial situations.
• Strong working relationship with Fortrea management and site leadership.
• Ability to differentiate Fortrea from competitors.
• Experience developing and executing strategic business plans.
• Ability to manage and motivate client facing teams.
• Direct face-to-face negotiating experience with major clients.
• Leadership experience presenting to executives and senior levels.
• Extensive global collaboration experience.
• Highly consultative.
• Strong customer orientation.
• Demonstrated ability to acquire, grow and retain clients.
• Knowledge of the drug development process.
• Ability to influence disparate groups and individuals.
• Strong financial acumen, budgeting.

Aufgaben

• Drive revenue growth across strategic and complex accounts.
• Cultivate key decision-maker relationships.
• Build account plans and identify opportunities across Fortrea units.
• Manage the sales pipeline and forecasting.
• Lead client presentations.
• Shape pricing, proposals, MSAs, and preferred provider agreements.
• Achieve annual sales plans and targets for assigned accounts.
• Establish, nurture, and grow client relationships.
• Develop account plans and partnerships with key accounts and strategic partners.
• Provide weekly sales activity reports to management.
• Develop client call cycles and follow up on leads.
• Provide intelligence on key competitors.
• Sell business unit capabilities and differentiation frameworks.
• Communicate sales opportunities to other business units.
• Set and manage customer expectations.
• Collaborate with companywide resources to achieve customer satisfaction.
• Organize and host client visits.
• Evaluate territory quotations and provide inputs.
• Use SFDC to manage communication and document territory and client information.
• Collaborate with sales executives across Fortrea units to identify and win multi-unit projects.
• Assist with margins and pricing with Client Services.
• Participate in proposal scope development.
• Maintain frequent personal contact with clients.
• Participate in corporate teams supporting key accounts.
• Coach and mentor Account Executives.
• Share best practices with sales teams and assist in Zone meeting training.
• Analyze industry sources to identify business opportunities.
• Manage strategic accounts and complex sales.
• Coach staff on interpreting RFPs, quotes, and protocols.
• Perform quality control activities for peers and less experienced staff.
• Develop long-term account plans.
• Lead and negotiate business-unit MSAs and preferred provider agreements.

Kenntnisse

Sales Pipeline Management

Account Planning

Negotiation Skills

Leadership

Client Retention

Consultative Selling

Forecasting

Pricing Strategy

RFP Interpretation

Ausbildung

Bachelor's degree in life science or business field preferred

Tools

SFDC

Jobbeschreibung

• Drive revenue growth across strategic and complex accounts through proactive outreach, networking, and commercial execution
• Cultivate key decision-maker relationships
• Build account plans and identify next-best opportunities across Fortrea business units
• Manage the sales pipeline and forecasting
• Lead client presentations
• Shape pricing, proposals, MSAs, and preferred provider agreements
• Achieve annual sales plans and targets for assigned accounts
• Establish, nurture, and grow client relationships
• Develop account plans and partnerships with key accounts and strategic partners
• Provide weekly sales activity reports to management
• Develop client call cycles and follow up on leads
• Provide intelligence on key competitors
• Sell business unit capabilities and differentiation frameworks
• Communicate sales opportunities to other business units
• Set and manage customer expectations
• Collaborate with companywide resources to achieve customer satisfaction
• Organize and host client visits
• Evaluate territory quotations and provide inputs
• Use SFDC to manage communication and document territory and client information
• Collaborate with sales executives across Fortrea units to identify and win multi-unit projects
• Assist with margins and pricing with Client Services
• Participate in proposal scope development
• Maintain frequent personal contact with clients
• Participate in corporate teams supporting key accounts
• Coach and mentor Account Executives
• Share best practices with sales teams and assist in Zone meeting training
• Analyze industry sources to identify business opportunities
• Manage strategic accounts and complex sales
• Coach staff on interpreting RFPs, quotes, and protocols
• Perform quality control activities for peers and less experienced staff
• Develop long-term account plans
• Lead and negotiate business-unit MSAs and preferred provider agreements

Requirements

• Bachelor’s degree in life science or business field preferred
• Advanced industry knowledge
• Demonstrated client retention skills
• Ability to manage difficult client and/or financial situations
• Strong working relationship with internal Fortrea management and site leadership
• Ability to differentiate Fortrea from competitors
• Experience developing and executing strategic business plans
• Ability to manage and motivate client facing teams
• 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
• Demonstrated ability to acquire, grow and retain clients
• Knowledge of the drug development process
• Ability to influence disparate groups and individuals
• Strong financial acumen, including delivering business results in a commercial environment and budgeting
• Minimum 5 years of experience in business development within the CRO or pharmaceutical industry
• Flexibility to participate in meetings across various time zones outside core working hours
• Occasionally working extended hours to meet client deliverable timelines or attend client meetings
• Client base to include domestic, regional, or transatlantic responsibilities

Core Competencies

Demonstrates strong business development capabilities with a focus on strategic account management, client retention, and revenue growth in the CRO or pharmaceutical industry. Proven ability to lead negotiations, develop strategic business plans, and collaborate effectively across global teams.

Highest-signal resume keywords

• Business Development
• Client Retention
• Strategic Account Management
• Negotiation Skills
• Financial Acumen

Hard Skills

• Sales Pipeline Management
• Account Planning
• Proposal Development
• Client Relationship Management
• Market Analysis
• Forecasting
• Pricing Strategy
• RFP Interpretation
• Quality Control
• Client Communication

Soft Skills

• Leadership
• Consultative Selling
• Customer Orientation
• Collaboration
• Coaching

Industry Keywords

• CRO
• Pharmaceutical
• Drug Development Process
• Global Collaboration
• Complex Sales

Tools & Technologies

• SFDC