FSP Solutions Consultant

Overview

As an FSP Solutions Consultant, you will act as the principal expert and strategic business ally for FSP customers. You will collaborate closely with sales teams to develop and broaden FSP business opportunities, provide consultative support to current and prospective clients, and maintain long-term, profitable relationships. Coordination with business development, functional leaders, proposal teams, and pricing professionals is essential to prepare responses to RFIs/RFPs, proposals, and bid defenses.

Responsibilities

• Achieve yearly sales targets in partnership with business development by proactively engaging potential and existing accounts.
• Build, nurture, and expand client relationships at appropriate organizational levels.
• Create account plans and partnership strategies for key clients with business development.
• Regularly report activity results to management.
• Gather and analyze competitor intelligence within FSP accounts.
• Serve as the subject matter expert to position functional capabilities and distinctions.
• Identify and collaborate on sales opportunities across other units.
• Set and manage client expectations in cooperation with business development.
• Engage companywide resources to deliver superior customer satisfaction.
• Evaluate functional opportunities ensuring alignment with client and company requirements.
• Utilize Salesforce (SFDC) to communicate internally and maintain client and territory data.
• Manage FSP opportunity pipelines and provide accurate forecasting.
• Work with sales executives across units to identify and win multi-unit projects.
• Support margin and pricing decisions with Client Services.
• Contribute to proposal scope development.
• Develop and implement FSP sales training alongside operational leaders.
• Participate in corporate teams to foster key account relationships.
• Lead client presentations as an FSP subject matter expert.
• Identify and cultivate client needs into new opportunities within and across business units.
• Coach and mentor account executives within your influence.
• Share best practices proactively with sales teams.
• Analyze industry trends and relationships to uncover new business opportunities.
• Manage strategic accounts and complex sales processes.
• Guide staff in interpreting FSP RFPs, RFIs, quotes, and protocols.
• Conduct quality control for peers and junior team members.
• Establish enduring FSP account plans.

Qualifications

• Proven extensive experience selling FSP models including clinical, biostatistics, programming, data management, and safety services to biotech and large pharmaceutical firms.
• Bachelor's degree in life sciences or business required; advanced degree preferred.
• Advanced knowledge of the industry.
• Strong client retention abilities.
• Capable of handling challenging client or financial scenarios.
• Maintain strong relationships with internal management and site leaders.
• Skill in distinguishing Fortrea’s offerings from competitors.
• Experience developing and implementing strategic business plans.
• Effective management and motivation of client-facing teams.
• Leadership experience presenting to executives and senior client personnel.
• Extensive experience collaborating globally.
• Highly consultative with success working in matrix organizations.
• Customer-focused orientation.
• Proven ability to acquire, nurture, and retain clients.
• Understanding of the drug development process.
• Adeptness in influencing diverse groups and individuals.
• Strong financial understanding, delivering results in commercial contexts.

Experience

• Minimum of 10 years in FSP sales or related roles selling services directly to pharmaceutical and biotech sectors with direct contact with mid- to executive-level decision makers.

Working Conditions

• Flexibility to attend meetings across various time zones beyond normal working hours.
• Occasional extended working hours to meet client deadlines or attend meetings.
• Client base may have domestic, regional, or transatlantic commitments.