Job Overview:
The Senior Director, Strategic Accounts will serve as a strategic business partner responsible for leading complex sales efforts and developing, expanding, and deepening new business opportunities within assigned strategic customer accounts. This individual will play a lead role in facilitating, contributing to, and supporting the development of integrated operational solutions that deliver against both company revenue targets and clients’ long term commercial strategies.
The role is responsible for maximizing enterprise level growth opportunities while building and sustaining strong relationships with senior external stakeholders and internal cross functional partners. The Senior Strategic Accounts Director will secure major, multi year contracts, foster high impact strategic partnerships, and contribute directly to the company’s market leadership, competitive differentiation, and long term financial success.
Summary of Responsibilities:
Commercial Strategy Development
• Create, implement, and continuously refine business development and commercial strategies to drive sustainable growth and achieve short and long term revenue targets.
• Develop and execute strategic account plans for key, high value, and enterprise customers, aligning client objectives with the company’s long term business strategy.
• Establish and expand strategic partnerships and alliance relationships that support market penetration, solution expansion, and revenue diversification.
• Analyze market trends, evolving customer needs, and competitive intelligence to proactively identify, prioritize, and capitalize on new business and expansion opportunities.
• Provide strategic input to leadership on market positioning, go to market strategy, and portfolio growth priorities.
Strategic Accounts, Sales Targets & Client Acquisition
• Achieve or exceed the annual sales plan and revenue targets for assigned strategic and enterprise accounts through proactive sales engagement, executive level networking, and consultative selling.
• Lead high level sales engagements with potential and existing clients, positioning the company as a long term strategic partner.
• Identify, pursue, and onboard new strategic accounts while expanding share of wallet within existing high value customers.
• Establish, nurture, and grow trusted client relationships to drive long term value, retention, and multi year contract opportunities.
• Sell and articulate the business unit’s capabilities, value proposition, and differentiation frameworks tailored to client commercial strategies.
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.
• Thorough knowledge and understanding of the principles of drug discovery and drug development in order to strategically generate leads
• Excellent customer relationship management skills and commercial acumen
• Experience developing and executing strategic business plans
• Excellent negotiation skills: direct face to face negotiating experience with major clients
Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
• Strong financial acumen: delivering business results in a commercial environment
• Demonstrated executive presence and proven skill to influence at all levels of the organization
• Ability to work collaboratively within a matrixed team environment
Experience (Minimum Required):
• A minimum of 15 years of experience in business development within the Clinical Research, Pharma and/or Biotech industry.
• A minimum of 7 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.
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