Business Development Director, II

Fortrea • Durham, CA

22h • $115,000 - $135,000

About The Position

This role is responsible for achieving annual sales targets and driving growth within an assigned client portfolio by developing strong, multi‑level client relationships and strategic account plans. The position leads opportunity management, pipeline forecasting, pricing and margin discussions, and proposal development while effectively positioning the business unit’s capabilities and differentiators. Success requires close collaboration with cross‑functional and multi-unit sales teams to identify and win complex opportunities, manage customer expectations, and deliver high levels of client satisfaction. The role maintains frequent client engagement, leads client presentations and visits, and supports domestic, regional, or transatlantic accounts using Salesforce to ensure accurate reporting and communication.

Requirements

• Bachelors degree in life science or business field preferred.
• Advanced industry knowledge.
• Demonstrated client retention skills.
• Ability to manage difficult client and/or financial situations.
• Ability to differentiate Fortrea from competitors.
• Strong working relationship with internal Fortrea management and site leadership.
• Demonstrated ability to acquire and grow client base.
• “Fortrea may consider relevant and equivalent experience and successful project outcomes in lieu of educational requirements.”
• 4+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.
• English Required Speaking
• English Required Writing/Reading

Responsibilities

• Achieves annual sales plan and sales targets for assigned accounts.
• Establishes, nurtures and grows client relationships at the appropriate levels.
• Develops account plans and partnerships with key accounts.
• Provides weekly sales activity reports to management.
• Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
• Provides general intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks.
• Recognizes and communicates sales opportunities for other business units.
• Sets and manages customer expectations.
• Collaborates with companywide resources to achieve superior customer satisfaction.
• Organizes and hosts client visits.
• Evaluates quotations for territory and provides inputs 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 Opportunity Management and accurate pipeline forecasting.
• Collaborates effectively with sales executives from other Fortrea 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.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentation.
• Client based to include domestic, regional or transatlantic responsibilities.
• Leads client presentations.
• Supports an established client base where appropriate.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level