Executive Director, Business Development - Early Phase

Fortrea; United States; Remote; USD 215,000 - 240,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life Insurance

STD/LTD

401(K)

ESPP

PTO/FTO

Bonus

Job summary

Fortrea seeks an Executive Director, Business Development to lead a high-performing team of Business Development Directors across levels. This leader will steer commercial strategy, expand new business, and nurture key accounts while aligning with corporate goals.

Responsibilities include driving revenue growth, negotiating complex contracts, and partnering with senior leadership to develop global MSAs and preferred provider agreements. Frequent travel and executive-grade influence are expected.

Qualifications

• Bachelor’s degree or equivalent required; advanced degree considered a plus.
• Proven track record in winning new business contracts and growing existing accounts.
• Experience in strategic partnerships and complex contract negotiations.
• Strong understanding of drug discovery and development processes.

Responsibilities

• Lead the execution of the overall business development strategy to support long-term growth and profitability.
• Collaborate with senior leadership to align BD objectives with corporate goals.
• Develop and maintain strategic account plans and partnerships with key accounts.
• Analyze market trends, customer needs, and competitive intelligence to identify opportunities.
• Identify, evaluate, and prioritize high-impact opportunities and partnerships.
• Achieve or exceed annual sales targets with proactive sales activity and networking.
• Lead and mentor a team of Business Development Directors; manage pipeline, forecasting, and performance metrics.
• Travel as required to client sites and industry events.

Skills

Executive presence

Strategic deal negotiation

Sales leadership

Strategic partnerships

Forecasting & analytics

Cross-functional collaboration

Salesforce.com

Education

Bachelor’s degree or equivalent

Tools

Salesforce.com

Job description

Job Overview

The Executive Director, Business Development is a strategic business partner who leads a team of Business Development Directors at all levels to develop and expand new business opportunities while growing and maintaining existing accounts. The role steers overall growth initiatives, secures key strategic partnerships, and supports the development of operational solutions that deliver on clients’ commercial strategy. The Executive Director is responsible for leading a high-performing team, achieving significant sales and market expansion targets, and contributing to the company’s leadership position in the industry.

Summary of Responsibilities

Commercial Strategy Development

• Lead the execution of the overall business development strategy to support long-term growth and profitability.
• Collaborate with senior leadership to align business development objectives with corporate goals.
• Develop and maintain strategic account plans and partnerships with key accounts.
• Continuously analyze market trends, customer needs, and competitive intelligence to identify and evaluate new business opportunities.

Sales Targets & Client Acquisition

• Identify, evaluate, and prioritize high-impact opportunities and strategic partnerships.
• Achieve or exceed annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with potential and existing accounts.
• Assign accounts and territories, and establish individual territory sales goals.
• Support the sales team in cultivating internal and external relationships and identifying new market opportunities.
• Collaborate with sales leaders in other business units to develop joint opportunities and relationships with clients.
• Lead margin and pricing negotiations, ensuring alignment with internal stakeholders and client expectations.
• Facilitate strong internal relationships and communication with operational colleagues.
• Contribute to the development of global MSAs and preferred provider agreements.

Team Leadership

• Establish and monitor performance goals for the business development team, ensuring alignment with broader company-wide objectives.
• Oversee pipeline management, forecasting, and analysis of key sales metrics.
• Provide leadership to a team of Business Development Directors at all levels, fostering a culture of excellence, accountability, and continuous improvement.
• Drive revenue growth by leading, coaching, and mentoring the sales team on effective tactics, strategic approaches, and performance optimization.
• Function as a trusted advisor to the team, troubleshooting and resolving internal and external issues and removing barriers to success.
• 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 track record in winning new business contracts and growing existing accounts.
• Experience in strategic partnerships and complex contract negotiations.
• Thorough knowledge and understanding of the principles of drug discovery and drug development.
• Strong grasp of regulatory bodies and compliance requirements, with the ability to address client concerns amid regulation changes.
• Strong understanding of commercialization, deal terms, and conditions associated with various models.
• Strong communication, presentation, negotiation, and Salesforce.com skills.
• Strong financial acumen and business intuition, delivering business results in a commercial environment, including budgeting and financial planning and reporting.
• Demonstrated executive presence and proven skill to influence at all levels of the organization.
• Strong leadership experience presenting to executives and senior levels of the client organization.
• Proven leadership and team-management skills, with demonstrated ability to lead, coach, and develop a full team of Business Development Directors at all levels.
• Ability to work collaboratively within a matrixed team environment.
• Frequent travel is required based on business need.

Experience (Minimum Required)

• A minimum of 10 years of experience in business development within the Clinical Research, Pharma, or Biotech industry.
• A minimum of 9 years of experience in senior leadership roles involving business development and strategic client management.
• Proven track record of achieving significant sales targets and managing high-value client accounts.
• A minimum of 6 years of experience in a people-management or team-leadership capacity.

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.

Application deadline

September 30, 2026

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