Sr. Business Development Director - Biotech (West Coast))

About this role

Job Overview: In this role, you’ll drive revenue growth across strategic and complex accounts through proactive outreach, smart networking, and sharp commercial execution. You’ll be the person who connects the dots—cultivating key decision-maker relationships, building account plans that actually move the needle, and spotting “next best” opportunities not just for your business unit, but across One Fortrea. You’ll manage the pipeline like a pro, lead standout client presentations, and help shape pricing, proposals, MSAs, and preferred provider agreements—all while keeping the customer experience front and center.

Summary of Responsibilities: • Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts. • Establishes nurtures and grows client relationships at the appropriate levels. • Develops account plans and partnerships with key accounts and strategic partners. • Provides weekly sales activity reports to management. • Develops client call cycle to achieve objectives and sales plan; Follows up on leads. • Provides comprehensive 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 presentations. • Identifies specific client needs that can be developed into new opportunities both within the business and for other Fortrea business units. • Acts as a coach and mentor to AE’s within sphere of influence. • Proactively shares best practices with broader sales teams and assists in Zone meeting training. • Analyzes industry sources to identify business opportunities and leverage Fortrea relationships for prospective clients. • Manages strategic accounts and complex sales. • Coaches staff on interpretation of a RFP/quote/protocol. • Performs quality control activities for peers and less experienced staff. • Develops and establishes long-term account plans. • Leads and negotiates business unit based MSA’s and preferred provider agreements.

Qualifications (Minimum Required): • Bachelor’s degree in life science or business field preferred. • Advanced industry knowledge. • Demonstrated client retention skills, • Ability to manage difficult client and/or financial situations. • Strong working relationship with internal Fortrea 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. • 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. • Extensive global collaboration experience • Highly consultative • 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; budgeting.

Experience (Minimum Required): • A minimum of 5 years of experience in business development within the CRO or pharmaceutical industry.

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.

Pay Range: $160,000-$180,000 (The range does not include benefits, and if applicable, bonus, commission, or equity)

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), and Company bonus where applicable. For more detailed information, please click here.

Application deadline: July 20, 2026

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Learn more about our EEO & Accommodations request here .

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