Vice President, Business Development (EMEA)

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 more than 90 countries, Fortrea is transforming drug and device development for partners and patients across the globe.

The Vice President of Business Development will serve as a key strategic leader responsible for driving top-line growth, shaping the go-to-market strategy, and establishing long-term partnerships to fuel company growth and market expansion.

In this role you will define and execute high-level business strategies while leading teams both directly and indirectly. The role requires a forward-thinking, consultative approach to identify new market opportunities, nurture client relationships, and influence industry direction. This executive will work collaboratively with leadership to develop business strategies that enhance market positioning, strengthen brand equity, and achieve financial targets.

The VP of Business Development will be a knowledgeable representative of the company and should sustain professional relationships with those in the community through continuous outreach and existing relationships. Strong sales acumen is essential in this role to achieve established company objectives and success for the company.

Summary of Responsibilities:

Commercial Strategy Development

• Active member of Commercial Executive Leadership Team (ELT) and BU ELT.
• Identifies new business opportunities and drives sales growth toward achieving business objectives.
• Collaborate with the Service Line and/or Business Unit Executive Leadership Team to define the overall commercial strategy.
• Identify emerging market opportunities, formulate growth initiatives, and drive new business acquisitions in alignment with corporate objectives.
• Lead the development and execution of the BU’s long-term growth strategy.
• Provide the C-suite and board with actionable insights and recommendations through detailed market analysis, performance tracking, and forecasting.
• Leverage advanced financial acumen to ensure that business development initiatives drive profitable growth.
• Develops strategies, BU sales goals and business plan to assure company achieves annual growth targets.
• Go-to-Market Strategy Development: Lead the design and implementation of business development and client service strategies that align with organizational goals. Develop segmentation and targeting strategies to identify new business segments, ensuring optimal resource allocation and high-impact market penetration.

Sales Targets & Client Acquisition

• Collaborate with operational and financial leaders to ensure seamless integration between sales, client services, and operational functions. Build and sustain strong internal relationships to ensure the alignment of strategic initiatives across the business.
• Establish and sustain executive-level client relationships, acting as a key point of contact to drive client satisfaction and retention. Provide leadership in high-stakes client negotiations, ensuring competitive pricing and strong margins.
• Assigns resources as needed to meet company sales and client service goals and objectives.
• Facilitates strong internal relationships and communication with operational colleagues.
• Sets all sales administration policies and direction regarding budgets, sales target, sales training, incentive compensation, and performance management.
• Initiates, plans, and implements appropriate staff development programs.
• Lead and inspire a high-performing team of Sales Directors, providing mentorship, coaching, and strategic guidance. Foster a culture of excellence and innovation, while championing diversity, equity, and inclusion within the team.
• Establishes client targeting and segmentation strategy, AE/territory assignment, and account development plans.
• Utilizes Sales Force to manage team pipeline, forecast and analyze key sales metrics.
• Gathers and shares market intelligence and competitive information with sales team, peers, and marketing.
• 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.

Leadership & Team Development

• Provides leadership (coaching, mentoring, guiding, challenging, problem solving etc.) to Sales Directors.
• Hires and develops diverse talent; develops new Sales Directors.
• Sets and monitors performance goals for the business development team, ensuring alignment with the broader company objectives.
• Manages the team’s pipeline, forecast, and analyze key sales metrics.
• Provides leadership to a team of business development directors fostering a culture of excellence and accountability.
• Assists sales team in developing internal and external relationships and identifying new market opportunities.
• Manages team performance and feedback providing guidance on development opportunities and action plans.
• Monitors and controls team operating expenses.
• Functions as an advisor to Sales Directors, troubleshooting and resolving internal and external issues.

Qualifications (Minimum Required):

• Bachelor's degree or equivalent and relevant formal academic qualification.
• Fortrea may consider relevant and equivalent experience in lieu of educational requirements.
• Consulting experience at a top-tier firm highly desirable.
• Demonstrated success in driving large-scale business transformations and achieving growth.
• Experience in driving net sales minimum $1 billion.
• Experience in navigating complex buyer environment within Biotechnology, Pharma and Life Science.
• Advanced industry knowledge.
• Demonstrated client retention skills.
• Ability to manage difficult client and/or financial situations.
• Experience developing and executing strategic business plans.
• Ability to manage and motivate client facing teams.
• Excellent negotiation skills: direct face to face negotiating experience with major clients.
• Strong leadership experience in leading and presenting to executives and senior levels of the client organization.
• Expertise in motivating and integrating teams.
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting.
• Demonstrated executive presence and proven skill to influence at all levels of the organization.
• Demonstrated ability to inspire effective teamwork globally and motivate staff within a matrix organization.
• Expert ability to develop and communicate financial strategies that align with business priorities.
• Demonstrated executive presence and proven skill to influence at all levels of the organization.

Experience (Minimum Required):  

• Extensive business development (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.
• Extensive experience in senior leadership roles involving business development and strategic client, and internal team management.
• Proven track record of achieving significant sales targets and managing high-value client accounts.
• Proven track record in winning new business contracts and growing existing accounts.

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Fortrea is actively seeking motivated problem-solvers and creative thinkers who share our passion for overcoming barriers in clinical trials. Our unwavering commitment is to revolutionize the development process, ensuring the swift delivery of life-changing ideas and therapies to patients in need. Join our exceptional team and embrace a collaborative workspace where personal growth is nurtured, enabling you to make a meaningful global impact. For more information about Fortrea, visit www.fortrea.com.

Fortrea is proud to be an Equal Opportunity Employer:

As an EOE/AA employer, Fortrea strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. We encourage all to apply.

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