Sr. Business Development Director - Biotech (Pacific North West)

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: September 30, 2026

Learn more about our EEO & Accommodations request here.

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