Description
This Territory Sales Director role involves directing territory sales strategy and execution, collaborating with senior leadership to shape account plans, optimise territory performance, and drive revenue growth.
You will lead, develop, and coach Business Development Directors while fostering strong client relationships, identifying new market opportunities, and delivering on sales targets.
Responsibilities:
- Work closely with Senior/Executive Directors of Sales and/or Vice President of Sales and Client Services on client selection strategy, AE assignment, and account development plans.
- Manage, train, and provide leadership to assigned AEs.
- Hire and develop diverse talent for open or new territories.
- Assign accounts, territories, and forecast individual territory sales goals.
- Deliver order goals for the territory.
- Assist the sales team in developing internal and external relationships and identifying new market opportunities.
- Conduct quarterly reviews of account plans.
- Work closely with sales leaders in other Fortrea business units to develop joint opportunities and relationships with clients.
- Facilitate negotiation of margin and pricing discussions both internally and externally.
- Manage team performance and feedback, providing guidance on development opportunities and action plans.
- Monitor and control team operating expenses.
- Lead scheduled networking events.
- Function as an advisor to Account Executives, troubleshooting and resolving internal and external issues.
- Facilitate strong internal relationships and communication with operational colleagues.
- Identify and execute process improvement opportunities.
- Utilise SFDC to manage team pipeline, forecast, and analyse key sales metrics.
- Develop AE coaching/action plans as needed.
- Gather and share market intelligence and competitive information with the sales team, peers, and marketing.
- Assist with annual sales meeting planning.
- Provide sales reports/updates to Senior Management.
- Support/assist in developing BU-based global MSAs and preferred provider agreements.
Qualifications:
- Bachelor's degree in life science or business field preferred; advanced degree preferred.
Experience:
- 10+ years of sales experience selling services directly to the pharmaceutical and biotech sector.
- Advanced industry knowledge.
- Direct interaction with mid-level and executive-level decision-makers.
- Demonstrated client retention skills.
- Ability to manage difficult client and/or financial situations.
- 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 organisation.
- Extensive global collaboration experience.
- Highly consultative.
- Strong customer orientation.
- Excellent negotiation skills and demonstrated ability to influence sales decisions.
- Demonstrated ability to lead.
- Experience managing people.
- English required, both oral and written.
Physical Demands/Work Environment:
- Standard office 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.
- 50% travel required per year.
Salary: $215,000-$240,000 per year
Benefits: 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.