Executive Strategic Partnerships Director

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 Executive Strategic Partnerships Director will establish, maintain, and expand a seamless and scalable relationship strategy while overseeing 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.

Leading by example, the Executive Director will facilitate, with ease, the successful customer management of multiple, large, pharmaceutical and biotech clients while leading key strategic accounts across the global clinical operations business unit. They will be responsible for actively growing and maintaining strategic accounts while meeting DSO goals, NPS targets, contracted orders, and revenue goals.

Summary of Responsibilities:

• Management of account or portfolio backlog to deliver revenue growth
• Grow and maintain existing large anchor client base while strategically expanding and growing portfolios across multiple accounts
• Anticipate new client business needs while fully accountable for ensuring annual revenue and growth targets are met and/or exceeded
• Build long term strategic relationships with key client stakeholders
• Lead the strategic design and plan approach for account growth
• Direct 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 and foster collaboration across the business by leading these efforts
• Build and manage a strong pipeline, meet KPIs, and provide feedback for continuous improvement by creating innovative methods to engage, track, and deliver positive interactions with clients
• Ensure consistent and quality delivery of the client portfolio by supporting governance effectiveness and leading an issue escalation model for Fortrea globally
• Engage and lead 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 independently
• Responsible for overall 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
• Long-standing track history in winning new business contracts and growing existing accounts
• Experience in managing large dollar size deals in excess of $50M
• Fundamental understanding the principles of drug discovery and drug development
• Comprehensive understanding of commercialization, deal terms and conditions associated with various models
• Strong communication, presentation, negotiation, and Salesforce.com 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, including the ability to use tactic and questions to gather perspective
• Ability to influence and confront at all levels 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 minimum of 10 years 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 $50M
• Strong communication, presentation, negotiation, and relationship management skills

Pay Range: $225,000-$250,000 USD base annual salary

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.

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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