Business Development Director II - Early Phase

Fortrea; Durham (NC); On-site; USD 120,000 - 140,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life Insurance

401(K)

Employee stock purchase plan

Paid time off

Job summary

Fortrea seeks a Business Development Director II, Early Phase in Durham to drive growth with strategic accounts and high-value pursuits. You will lead cross-functional efforts to shape client-centric solutions, accelerate opportunity progression, and deliver consistent commercial results.

You will develop account plans, provide competitive intelligence, and collaborate on pricing and deal structures. Frequent travel and executive-level engagement are required.

Qualifications

• Bachelor's degree or equivalent or relevant formal academic qualification.
• Proven ability to acquire, retain, and expand a strategic client portfolio, driving sustained revenue growth.
• Demonstrated skills in strategic selling, negotiation, executive presentations, and financial/business acumen.
• Growing understanding of business strategy with the ability to translate strategy into measurable commercial results.
• Working knowledge of drug discovery and development principles to strategically identify, qualify, and advance leads.
• Strong customer relationship management capabilities and commercial judgment.
• Strong negotiation skills, with direct face-to-face negotiating experience with major clients, achieving mutually beneficial outcomes.

Responsibilities

• Develop and execute account plans across large, complex accounts.
• Provide competitive intelligence and identify cross-business-unit opportunities.
• Collaborate to support pricing, margin, and deal-structure decisions.
• Lead client presentations, support proposal development, and host client visits.
• Manage opportunity pipeline, forecasting, and territory documentation.
• Establish, grow, and manage relationships at senior levels.
• Achieve or exceed annual sales targets for assigned accounts.
• Travel as required to engage clients and opportunities.

Skills

Strategic selling

Negotiation

Executive presentations

Financial acumen

CRM capabilities

Client relationship management

Travel readiness

Education

Bachelor's degree or equivalent

Job description

Job Overview

The Business Development Director II, Early Phase advances growth by leading complex, high-value sales pursuits and shaping client-centric solutions, focused on strategic accounts with greater deal complexity. The role partners across functions to deliver integrated offerings, strengthening senior client relationships and expanding account value through proactive pipeline leadership. The Director II is accountable for accelerating opportunity progression, converting high-value pursuits, and delivering consistent commercial results.

Summary of Responsibilities

Commercial Strategy Development

• Develop and execute account plans and strategic partnerships within assigned accounts of greater size and complexity.
• Provide competitive intelligence and identify cross-business-unit opportunities.
• Partner with Client Services to support pricing, margin, and deal-structure decisions.
• Collaborate across business units to identify, position, and win multi-unit opportunities.
• Participate in corporate account teams to strengthen key client relationships.

Sales Targets & Client Acquisition

• Achieve or exceed annual sales targets for assigned accounts.
• Establish, grow, and manage client relationships at appropriate decision-making levels.
• Execute client call plans, follow up on leads, and support an established client base.
• Effectively position the business unit's capabilities and differentiation.
• Manage opportunity pipeline, forecasting, and required territory documentation.
• Set and manage customer expectations to drive satisfaction and retention.
• Lead client presentations, support proposal development, and host client visits.
• Provide regular sales activity updates to management.
• Perform all other duties as needed or assigned.

Qualifications (Minimum Required)

• Bachelor's degree or equivalent and relevant formal academic qualification.
• Fortrea may consider relevant and equivalent experience in lieu of educational requirements.
• Proven ability to acquire, retain, and expand a strategic client portfolio, driving sustained revenue growth.
• Demonstrated skills in strategic selling, negotiation, executive presentations, and financial/business acumen.
• Growing understanding of business strategy with the ability to translate strategy into measurable commercial results.
• Working knowledge of drug discovery and development principles to strategically identify, qualify, and advance leads.
• Strong customer relationship management capabilities and commercial judgment.
• Strong negotiation skills, with direct face-to-face negotiating experience with major clients, achieving mutually beneficial outcomes.
• Demonstrated executive presence with the ability to influence senior client stakeholders and internal leaders.
• Demonstrated organizational agility and consistent delivery of results within a matrixed environment.
• Frequent travel is required based on business need.

Experience (Minimum Required)

• A minimum of 5 years of experience in business development within the Clinical Research, Pharma, or Biotech industry, selling services directly to pharmaceutical and biotech clients.
• A minimum of 4 years of experience engaging directly with mid-level and executive-level decision makers.
• Proven track record of achieving significant sales targets.

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.
• Travel up to 50%

Pay Range: $120,000-$140,000 (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.