Sr. Director Strategic Accounts - Pharma (United States)

Job Overview

This role sits at the center of Fortrea’s most important client relationships—partnering closely with the Global VP of Sales & Client Services, Business Unit Presidents, Scientific Leadership, and operational leaders to shape and execute bold global account strategies. You’ll own a high‑impact portfolio of alliance, strategic, and key accounts, driving revenue growth, expanding market share, and strengthening long‑term partnerships across multiple business units. Equal parts strategist, relationship architect, and commercial dealmaker, you’ll be the trusted face of the business to senior client decision‑makers. At its core, this role is about owning the relationship, growing the business, and turning strategy into results—all while representing Fortrea at the highest level with confidence, credibility, and collaboration.
Summary of Responsibilities

Achieving account portfolio financial goals
Achieving account portfolio relationship building goals
Growing market share of existing BU service lines
Optimizing new BU service line launch financial goals
Liaising with Alliance Management to identify, develop and execute integrated One Fortrea opportunities
Build high‑level relationships, manage the defined alliance, strategic and key account portfolio, and grow orders and profit share in selected accounts. Build relationships with functional client decision‑makers critical to the business unit and represent multiple BU service lines to the client base. Provide comprehensive intelligence on key competitors, sell the business unit’s capabilities and differentiation frameworks, and act as principal account interface and commercial negotiator for all BU sites. Liaise with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Fortrea’s scientific perception within accounts. Collaborate effectively with sales staff from other Fortrea units to bring potential opportunities to their attention and identify and win multi‑unit projects. Develop and establish long‑term account plans, lead and negotiate business unit‑based MSA’s and preferred provider agreements, and communicate account plans, modifications and account activity through Salesforce.com. Use SFDC to manage internal communication and document territory and client information as required. Assist in determining margins and pricing with Client Services, participate in proposal scope development as appropriate, and liaise with BU general management to ensure high‑quality delivery of services to the account portfolio. Maintain frequent personal contact with clients, participate in corporate teams to build relationships with key accounts, and lead client presentations.
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
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 presenting to executives and senior levels of the client organization
Extensive global collaboration experience
Highly consultative
Strong customer orientation
Experience managing strategic accounts
Knowledge of the drug development process
Ability to influence disparate groups and individuals
Strong financial acumen: delivering business results in a commercial environment, budgeting, financial planning and reporting
Demonstrated ability to acquire, grow and retain clients
English required, both oral and written
8+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech sector with direct interaction with mid‑level and executive‑level decision makers
Preferred Qualifications

Leadership
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.
Pay Range

$185,000‑$205,000 (The range does not include benefits, and if applicable, bonus, commission, or equity)
Benefits

Medical
Dental
Vision
Life
STD/LTD
401(K)
ESPP
Paid time off (PTO) or Flexible time off (FTO)
Company bonus where applicable
Application Deadline

July 31, 2026
EEO & Accommodations Request

Learn more about our EEO & Accommodations request here.

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