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

• Works with Global Vice President of Sales and Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partnering Leadership, and local operational leaders to develop and execute global account strategy within targeted alliance, strategic, and key accounts.
• Directly accountable for:
  • 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.
• Builds high-level relationships.
• Manages portfolio of defined alliance, strategic, and key accounts; responsible for growing orders and profit share in selected accounts.
• Builds relationships with functional client decision-makers critical to the business unit.
• May represent multiple BU service lines to client base.
• Provides comprehensive intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks.
• Principal account interface and commercial negotiator for all BU sites.
• Liaises with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Fortrea’s scientific perception within accounts.
• Collaborates effectively with sales staff from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Develops and establishes long-term account plans.
• Leads and negotiates business unit based MSA’s and preferred provider agreements.
• Accountable for communicating account plans, modification, and account activity through Salesforce.com.
• Uses SFDC to manage internal communication and document territory and client information as required.
• Assists in determining margins and pricing with Client Services.
• Participates in proposal scope development as appropriate.
• Liaises with BU general management to ensure high-quality delivery of services to account portfolio.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations.