As a leading global contract research organization (CRO) with a passion for scientific rigor and decades of clinical development experience, Fortrea provides pharmaceutical, biotechnology, and medical device customers a wide range of clinical development, patient access, and technology solutions across more than 20 therapeutic areas. Conducting operations in ~100 countries, Fortrea is transforming drug and device development for partners and patients across the globe.

Responsibilities

1. Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan.
2. Demonstrates mastery of social selling techniques and tools to reach clients through digital channels sharing information including Fortrea services, web conferences, industry meetings, SME news, etc.
3. Establishes effective sales cadence to achieve objectives and sales plan; creates and follows up on leads.
4. Drives joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel.
5. Skilled at use of prospecting tools to support prospecting efforts
6. Sells the business unit’s capabilities and differentiation frameworks (by phone, web meetings, conference etc)
7. Builds collaborative relationships with clients to grow and expand business relationships.
8. Collaborates effectively with Business Development Directors in business unit to develop territory plan; brings potential opportunities to their attention.
9. Effectively transfers opportunities and client information to Business Development Directors
10. Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels.
11. Establishes and manages customer expectations.
12. Uncovers client needs by asking bespoke insight questions to intensify the key points and help build custom solutions.
13. Collaborates with companywide resources to achieve superior customer satisfaction.
14. Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
15. Responsible for Opportunity Management and accurate pipeline forecasting.
16. Discusses weekly sales activity with line manager
17. Timely submission of expense reports for reimbursement on approval timelines.
18. Supports client visits, as needed
19. Establishes, nurtures and grows client relationships at the appropriate levels.
20. Recognizes and introduces opportunities for other business units
21. Expands client requests upselling for business unit.
22. Collaborates effectively with commercial colleagues from other business units to bring potential opportunities to their attention.
23. Leverage Marketing, SMEs and Operation staff for leads and collateral to heighten clients’ awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases.
24. Proactive and periodic contact of all current clients for cross selling and new product information.
25. Actively gathers intelligence on key competitors
26. Reviews quotations and provides input to ensure client and company requirements are met.
27. Supporting regional meetings, target account events, global trade shows in local venue, local symposia.
28. Assists in determining pricing strategy with commercial team
29. Plays a key role in mentoring and training of new Inside Sales Managers and champions a multitude of best practices that have been consistently successful
30. Co-prospecting on accounts with Business Develop Directors to promote BU business; providing scientific/technical credibility
31. Complete other tasks as assigned by the line manager

Requirements

1. 5-7 years sales (or relevant client facing) experience selling services directly to the pharmaceutical, medtech and biotech section with direct interaction with mid-level and executive level decision makers
2. Other required work-related experiences
3. Bachelors degree in life science or business field preferred
4. Advanced industry knowledge
5. Functional scientific/technical expertise in specific area of drug development
6. Fluent in English and Chinese