As a leading global contract research organization (CRO) with a passion for scientific rigor and decades of clinical development experience, Fortrea provides pharmaceutical, biotechnology, and medical device customers a wide range of clinical development, patient access and technology solutions across more than 20 therapeutic areas. With over 19,000 staff conducting operations in more than 90 countries, Fortrea is transforming drug and device development for partners and patients across the globe.
The Senior Strategic Partnerships Director will maintain and expand a coordinated and scalable relationship strategy while executing a delivery model that ensures alignment with partnership agreements and client needs.
Focusing on ensuring consistency and quality of deliverables and supporting the effectiveness of the overall enterprise governance, reporting, and issue escalation model across drug development globally.
In this role, you'll be accountable for customer management of pharmaceutical and biotech clients and successfully managing key strategic accounts across the global clinical operations business unit. You will proactively grow and maintain strategic accounts while meeting DSO goals, NPS targets, contracted orders, and revenue goals.
Summary of Responsibilities:
- Management of account or portfolio backlog and deliver revenue growth
- Grow and expand existing client base
- Understand client business needs to ensure annual revenue and growth targets are met
- Build long term strategic relationships with key client stakeholders
- Innovative thought partner on the design and plan approach for account growth
- Manage full sales cycle with internal support
- Travel and maintain contact with key customers and clients
- Master product suits, track competitors, and maximize sales
- Establish productive relationships with internal and external business leaders
- Build and manage a strong pipeline, meet KPIs, and provide feedback to internal cross-functional teams as needed
- Ensure consistent and quality delivery of the client portfolio by supporting governance effectiveness while leading an issue escalation model for Fortrea globally
- Actively participate in the partnership executive level governance structure, messaging, escalation and communication pathways and documentation
- Provide strategic partnership experience and drug development consultation for key and/or growth account with limited assistance
- Responsible for delivery against MSAs and managing overall quality aspects of critical deliverables (KPIs, milestones, quality audits, rebates), operationalize MSAs and associated initiatives/projects
- Initiate and/or maintain key interface with internal/external key stakeholders and senior executive teams based on client portfolio
- All other duties as needed or assigned
Qualifications (Minimum Required):- Bachelor's degree or equivalent and relevant formal academic qualification
- Proven track record in winning new business contracts
- Solid understanding the principles of drug discovery and drug development
- Broad understanding of commercialization, deal terms and conditions associated with various models
- Strong communication, presentation, negotiation, and Salesforce skills
- Account management experience, including upselling and cross selling to senior decision makers
- Agile in communication and able to negotiate effectively with customers and internal stakeholders.
- Ability to influence and confront at all level within a matrix organization
- Problem solver, out of the box thinker: ability to translate ideas and data into valuable reporting and measure effectiveness
- Demonstrated business acumen and strategic thinker with a strong executive presence
- Proven ability to inspire others through implementation of exemplary team values and established trust
- Demonstrated ability to create tailored approaches to customer needs
- Proven ability to engage clients in discussions related to expanded partnerships, innovation, portfolio growth, pipeline etc.
- Successful track record of driving leadership teams to improved partnership decisions and outcomes
- Fortrea may consider relevant and equivalent experience in lieu of educational requirements
Experience (Minimum Required):- A strong history of business development (or relevant) experience selling services directly to the pharmaceutical and biotech sector with direct interaction with mid-level and executive level decision makers
- Proven track record in winning new business
- Experience in managing deals in excess of $20M
- Strong communication, presentation, negotiation, and relationship management skills
Pay Range: $190,000-$230,000 base USD
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), Company bonus where applicable.
Application deadline: September 6, 2024
#LI-REMOTE
Fortrea is actively seeking motivated problem-solvers and creative thinkers who share our passion for overcoming barriers in clinical trials. Our unwavering commitment is to revolutionize the development process, ensuring the swift delivery of life-changing ideas and therapies to patients in need. Join our exceptional team and embrace a collaborative workspace where personal growth is nurtured, enabling you to make a meaningful global impact. For more information about Fortrea, visit www.fortrea.com.
Fortrea is proud to be an Equal Opportunity Employer:As an EOE/AA employer, Fortrea strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. We encourage all to apply.
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