Job Overview:
Serve as overall FSP customer expert and strategic business partner. Work closely with sales, responsible for developing and expanding new FSP business opportunities with customers. Provide consultative FSP support to potential and existing clients. Establish, grow, and help BD maintain long-term and profitable relationships. Work closely with BD, Operational Functional Leaders, Proposal Team, and Strategic Pricing to prepare FSP RFI/RFP responses, proposals and bid defenses. The statements below reflect the general responsibilities and requirements of the identified position but may not describe all the work requirements that may be inherent in the job.
Summary of Responsibilities:
- Achieves annual sales plan and sales targets in collaboration with BD for FSP opportunities through proactive sales activity and networking with potential new and existing accounts.
- Establishes nurtures and grows client relationships at the appropriate levels.
- In collaboration with BD, develops account plans and partnership strategies for key accounts and strategic partners.
- Provides regular activity reports to management.
- Provides comprehensive intelligence on key competitors within FSP accounts.
- Acts as the functional unit’s SME to position capabilities and differentiation frameworks.
- Recognizes and collaborates on sales opportunities with other business units.
- Works closely with BD to sets and manage customer expectations.
- Collaborates with companywide resources to achieve superior customer satisfaction.
- Evaluates functional opportunities and provides input 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 FSP Opportunity Management and accurate pipeline forecasting.
- Collaborates effectively with sales executives across 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.
- Develops and delivers FSP sales training to BD in conjunction with operational and leaders
- Participates in corporate teams to build relationships with key accounts.
- Leads client presentations when an FSP SME is appropriate.
- Identifies specific client needs that can be developed into new opportunities both within the business and for other business units.
- Acts as a coach and mentor to AE’s within sphere of influence.
- Proactively shares best practices with broader sales teams.
- Analyzes industry sources to identify business opportunities and leverage relationships for prospective clients.
- Manages strategic accounts and complex sales.
- Coaches staff on interpretation of an FSP RFP/RFI/quote/protocol.
- Performs quality control activities for peers and less experienced staff.
- Develops and establishes long-term FSP account plans.
Qualifications (Minimum Required):
- Extensive experience selling FSP models in clinical, biostatistics, programming, data management, and safety services to biotech and large pharmaceutical companies.
- Bachelor’s degree in life science or business field required; advanced degree preferred.
- Advanced industry knowledge.
- Demonstrated client retention skills,
- Ability to manage difficult client and/or financial situations.
- Strong working relationship with internal management and site leadership.
- Ability to differentiate Fortrea from competitors.
- Experience developing and executing strategic business plans.
- Ability to manage and motivate client facing teams.
- Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization.
- Extensive global collaboration experience
- Highly consultative with ability to work successfully in a matrix environment
- Strong customer orientation
- Demonstrated ability to acquire, grow and retain clients.
- Knowledge of the drug development process
- Ability to influence disparate groups and individuals.
- Strong financial acumen: delivering business results in a commercial environment
Experience (Minimum Required):
- 10+ years FSP sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.
Physical Demands / Work Environment:
- Flexibility to participate in meetings across various time zones outside core working hours.
- Occasionally working extended hours to adhere to client deliverable timelines or attend client meetings.
- Client base to include domestic, regional, or transatlantic responsibilities.
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