FSP Sales Expert

As a FSP Sales Expert, you will serve as an overall customer expert and strategic business partner. You will work closely with sales to develop and expand new FSP business opportunities with customers.

Summary of Responsibilities:

• Achieve annual sales plan and sales targets in collaboration with Business Development (BD) for FSP opportunities through proactive sales activity and networking with potential new and existing accounts.
• Establish, nurture, and grow client relationships at the appropriate levels.
• Develop account plans and partnership strategies for key accounts and strategic partners in collaboration with BD.
• Provide regular activity reports to management.
• Provide comprehensive intelligence on key competitors within FSP accounts.
• Act as the functional unit's Subject Matter Expert (SME) to position capabilities and differentiation frameworks.
• Recognize and collaborate on sales opportunities with other business units.
• Work closely with BD to set and manage customer expectations.
• Collaborate with company-wide resources to achieve superior customer satisfaction.
• Evaluate functional opportunities and provide input to ensure client and company requirements are met.
• Use Salesforce.com (SFDC) to manage internal communication and document territory and client information as required for the business unit.
• Be responsible for FSP Opportunity Management and accurate pipeline forecasting.
• Collaborate effectively with sales executives across units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Assist in determining margins and pricing with Client Services.
• Participate in proposal scope development as appropriate.
• Develop and deliver FSP sales training to BD in conjunction with operational and leadership teams.
• Participate in corporate teams to build relationships with key accounts.
• Lead client presentations when an FSP SME is appropriate.
• Identify specific client needs that can be developed into new opportunities both within the business and for other business units.
• Act as a coach and mentor to Account Executives (AE's) within your sphere of influence.
• Proactively share best practices with broader sales teams.
• Analyze industry sources to identify business opportunities and leverage relationships for prospective clients.
• Manage strategic accounts and complex sales.
• Coach staff on interpretation of an FSP RFP/RFI/quote/protocol.
• Perform quality control activities for peers and less experienced staff.
• Develop and establish 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 the 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 sector 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.