FSP Solutions Consultant

Fortrea; Maidenhead; On-site; GBP 90,000 - 130,000; Full time

Job summary

Fortrea in Maidenhead is seeking an experienced FSP sales leader to act as a strategic partner to clients. You will drive new business with biotech and pharma accounts, develop account plans, and lead RFI/RFP responses with pricing and proposals.

You will collaborate with BD, operations, pricing, and the proposal team, deliver client presentations, mentor account executives, and maintain long-term, profitable relationships while targeting top accounts across regions.

Qualifications

• 10+ years FSP sales experience to pharma/biotech with direct executive interaction.
• Bachelor’s degree in life sciences or business; advanced degree preferred.
• Strong industry knowledge with client retention and relationship skills.
• Ability to lead executives and cross-functional teams in a matrix environment.
• Strong financial acumen and ability to forecast pipeline and margins.

Responsibilities

• Achieves annual sales targets for FSP opportunities with BD collaboration.
• Develops account plans and partnership strategies for key accounts and partners.
• Leads client presentations and mentors AE’s within the sphere of influence.
• Manages strategic accounts and complex sales across regions.
• Collaborates with BD, Proposal Team, Strategic Pricing, and Operations.

Skills

FSP sales experience

Biotech/pharma sales

Executive engagement

Consultative selling

Strategic account management

Education

Bachelor's degree in life sciences or business

Advanced degree preferred

Tools

SFDC

Job description

Job Overview:Serve as overall FSP customer expert and strategic business partner. Work closely with sales, responsible for developing and expanding new FSP business opportunities with customers. Provide consultative FSP support to potential and existing clients. Establish, grow, and help BD maintain long-term and profitable relationships. Work closely with BD, Operational Functional Leaders, Proposal Team, and Strategic Pricing to prepare FSP RFI/RFP responses, proposals and bid defenses. The statements below reflect the general responsibilities and requirements of the identified position but may not describe all the work requirements that may be inherent in the job.Summary of Responsibilities:Achieves annual sales plan and sales targets in collaboration with BD for FSP opportunities through proactive sales activity and networking with potential new and existing accounts.Establishes nurtures and grows client relationships at the appropriate levels.In collaboration with BD, develops account plans and partnership strategies for key accounts and strategic partners.Provides regular activity reports to management.Provides comprehensive intelligence on key competitors within FSP accounts.Acts as the functional unit’s SME to position capabilities and differentiation frameworks.Recognizes and collaborates on sales opportunities with other business units.Works closely with BD to sets and manage customer expectations.Collaborates with companywide resources to achieve superior customer satisfaction.Evaluates functional opportunities and provides input to ensure client and company requirements are met.Uses SFDC to manage internal communication and document territory and client information as required for the business unit.Responsible for FSP Opportunity Management and accurate pipeline forecasting.Collaborates effectively with sales executives across units to bring potential opportunities to their attention and to identify and win multi-unit projects.Assists in determining margins and pricing with Client Services.Participates in proposal scope development as appropriate.Develops and delivers FSP sales training to BD in conjunction with operational and leadersParticipates in corporate teams to build relationships with key accounts.Leads client presentations when an FSP SME is appropriate.Identifies specific client needs that can be developed into new opportunities both within the business and for other business units.Acts as a coach and mentor to AE’s within sphere of influence.Proactively shares best practices with broader sales teams.Analyzes industry sources to identify business opportunities and leverage relationships for prospective clients.Manages strategic accounts and complex sales.Coaches staff on interpretation of an FSP RFP/RFI/quote/protocol.Performs quality control activities for peers and less experienced staff.Develops and establishes long-term FSP account plans.Qualifications (Minimum Required):Extensive experience selling FSP models in clinical, biostatistics, programming, data management, and safety services to biotech and large pharmaceutical companies.Bachelor’s degree in life science or business field required; advanced degree preferred.Advanced industry knowledge.Demonstrated client retention skills,Ability to manage difficult client and/or financial situations.Strong working relationship with internal 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.Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization.Extensive global collaboration experienceHighly consultative with ability to work successfully in a matrix environmentStrong customer orientationDemonstrated ability to acquire, grow and retain clients.Knowledge of the drug development processAbility to influence disparate groups and individuals.Strong financial acumen: delivering business results in a commercial environmentExperience (Minimum Required):10+ years FSP sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.Physical Demands / Work Environment:Flexibility to participate in meetings across various time zones outside core working hours.Occasionally working extended hours to adhere to client deliverable timelines or attend client meetings.Client base to include domestic, regional, or transatlantic responsibilities.Learn more about our EEO & Accommodations request here .