Job Overview

In this role, you’ll drive revenue growth across strategic and complex accounts through proactive outreach, smart networking, and sharp commercial execution. You’ll be the person who connects the dots—cultivating key decision-maker relationships, building account plans that actually move the needle, and spotting “next best” opportunities not just for your business unit, but across One Fortrea. You’ll manage the pipeline like a pro, lead standout client presentations, and help shape pricing, proposals, MSAs, and preferred provider agreements—all while keeping the customer experience front and center.

Summary of Responsibilities

• Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.
• Establishes, nurtures, and grows client relationships at the appropriate levels.
• Develops account plans and partnerships with key accounts and strategic partners.
• Provides weekly sales activity reports to management.
• Develops client call cycle to achieve objectives and sales plan; follows up on leads.
• Provides comprehensive intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks.
• Recognizes and communicates sales opportunities for other business units.
• Sets and manages customer expectations.
• Collaborates with companywide resources to achieve superior customer satisfaction.
• Organizes and hosts client visits.
• Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
• Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
• Responsible for Opportunity Management and accurate pipeline forecasting.
• Collaborates effectively with sales executives from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Assists in determining margins and pricing with Client Services.
• Participates in proposal scope development as appropriate.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations.
• Identifies specific client needs that can be developed into new opportunities both within the business and for other Fortrea business units.
• Acts as a coach and mentor to AE’s within sphere of influence.
• Proactively shares best practices with broader sales teams and assists in Zone meeting training.
• Analyzes industry sources to identify business opportunities and leverage Fortrea relationships for prospective clients.
• Manages strategic accounts and complex sales.
• Coaches staff on interpretation of a RFP/quote/protocol.
• Performs quality control activities for peers and less experienced staff.
• Develops and establishes long-term account plans.
• Leads and negotiates business unit based MSA’s and preferred provider agreements.