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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):
• Demonstrated years of experience in business development within the Clinical Research, Pharma, or Biotech industry, selling services directly to pharmaceutical and biotech clients.
• Proven 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%
Learn more about our EEO & Accommodations request here.
