Executive Director, Business Development (APAC excluding China)
At a glance
Leadership Business Development role at Fortrea. 4 Locations · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Shape client selection, account assignments and development plans with senior sales and client-services leaders
- Lead, coach and develop Account Executives while hiring for open or newly created territories
- Set territory goals, manage forecasts and deliver order targets across South Korea, India, Australia, New Zealand and Taiwan
- Review account plans quarterly, build joint opportunities with other business units and support client relationships
- Use SFDC to manage pipeline, assess sales metrics and provide updates to senior management
What you bring
- At least ten years selling services directly to pharmaceutical and biotech organizations
- A bachelor's degree in life science or business is preferred, with an advanced degree also preferred
- Experience managing people and developing Account Executives, including coaching client-facing teams
- Strong negotiation, client-retention and executive-presentation experience, with the judgment to handle difficult client or financial situations
- Written and spoken English, plus extensive global collaboration experience
Who this fits
You’ll suit a senior sales leader who can manage and motivate Account Executives across multiple APAC territories. The role requires frequent travel, listed at fifty to seventy percent, and flexibility for meetings across time zones. Extended hours may be needed for client deadlines or meetings.
From the employer
Job Overview:
The statements below reflect the general responsibilities and requirements of the identified position but may not describe all the work requirements that may be inherent in the job.
Summary of Responsibilities:
Works 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.
Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving, etc.) to assigned AE’s.
Hires and develops diverse talent for open or new territories.
Assigns accounts, territories and forecasts individual territory sales goals.
Delivers order goals for the territory.
Assists sales team in developing internal and external relationships and identifying new market opportunities.
Conducts quarterly review of account plans.
Works closely with sales leaders in other Fortrea business units to develop joint opportunities and relationships with clients.
Facilitates negotiation of margin and pricing discussions both internally and externally.
Manages team performance and feedback providing guidance on development opportunities and action plans.
Monitors and controls team operating expenses.
Leads scheduled networking events.
Functions as an advisor to Account Executives, troubleshooting and resolving internal and external issues.
Facilitates strong internal relationships and communication with operational colleagues.
Identifies and executes process improvement opportunities.
Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.
Develops AE coaching/actions plans as needed.
Gathers and shares market intelligence and competitive information with sales team, peers and marketing.
Assists with annual sales meeting planning.
Provides sales reports/updates to Senior Management.
Supports/assists in developing BU-based global MSAs and preferred provider agreements.
Territory Responsibilities: South Korea, India, Australia, New Zealand, Thailand, Taiwan.
Qualifications (Minimum Required):
Bachelors degree in life science or business field preferred; advanced degree preferred.
Experience (Minimum Required):
10+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section.
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 organization.
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.
Learn more about our EEO & Accommodations request here.
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