Description
We are seeking an experienced Account Manager to lead our sales efforts in key markets.
Job Summary: The successful candidate will work closely with Senior Directors of Sales and Client Services to develop client selection strategies, assign accounts and territories, and manage a team of Account Executives.
Key Responsibilities:
- Manage, train, and provide leadership to assigned Account Executives
- Develop diverse talent for open or new territories
- Assign accounts, territories, and forecast individual territory sales goals
- Deliver order goals for the territory
- Assist sales team in developing internal and external relationships and identifying new market opportunities
- Conduct quarterly review of account plans
- Work closely with sales leaders in other business units to develop joint opportunities and relationships with clients
- Facilitate negotiation of margin and pricing discussions
- Manage team performance and feedback
- Monitor and control team operating expenses
- Lead scheduled networking events
- Function as an advisor to Account Executives
- Identify and execute process improvement opportunities
- Utilize SFDC to manage team pipeline, forecast, and analyze key sales metrics
Territory Responsibilities: South Korea, India, Australia, New Zealand, Thailand, Taiwan
Requirements:
- Bachelor's degree in life science or business field preferred; advanced degree preferred
- 10+ years 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 and develop a team of Account Executives
- 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 in order to adhere to client deliverable timelines or attend client meetings
- 50-70% travel required per year