Executive Director, Business Development: West Territory

Fortrea is a leading organization in the healthcare sector, and they are seeking an Executive Director for Business Development. This role is responsible for securing strategic partnerships and collaborations with health systems and academic medical centers, requiring a highly skilled executive seller experienced in the health system ecosystem.

Responsibilities:

• Lead new business development with academic hospitals and health systems
• Develop and execute strategic sales and marketing plans to achieve growth objectives
• Build and maintain strong relationships with key prospects and clients; negotiate and close high‑value partnerships with major hospitals and health systems
• Monitor competitor activity and leverage market intelligence to guide strategy
• Use data to forecast sales, set performance goals, and optimize account plans
• Conduct market research and apply insights to strengthen sales and marketing efforts
• Maximize business volume within assigned accounts through long‑term relationship management
• Engage C‑suite and senior medical leaders (CEO, COO, CFO, CIO, CNO, VP of Ancillary Services, Medical Directors, Department Chairs, etc.)
• Maintain working knowledge of hospital laboratory technologies, including LIS systems (Epic, Cerner/Oracle, etc.)
• Establish deep, trust‑based relationships as a strategic partner to client leadership
• Demonstrate strong listening, questioning, and emotional intelligence to uncover both stated and unstated customer needs
• Manage objections effectively while expanding opportunities and strengthening relationships
• Deliver persuasive, client‑focused solution recommendations
• Facilitate effective virtual and in‑person meetings that advance outcomes and shorten sales cycles
• Understands laboratory product offerings, partnership models, and the value delivered across diverse market environments
• Operate as a strategic thinker who can also execute within a matrixed organization
• Model leadership that fosters inclusion, collaboration, and strong communication
• Actively seek diverse perspectives to solve business challenges

Requirements:

• Advanced degree (MA, MBA preferred)
• Laboratory industry or related healthcare experience
• Proven healthcare sales experience
• Minimum of 10 years executive‑level selling experience
• Proficiency with CRM platforms
• Must reside in California or Seattle
• Strong executive presence, communication, and self‑awareness
• Financial acumen, including understanding of P&L statements
• Excellent writing, presentation, and communication skills
• Proficiency in digital communication and social media
• Strong research, planning, and organizational capabilities
• Ability to deliver professional presentations to senior audiences
• Business acumen and strategic thinking
• Networking, prospect qualification, and incremental closing skills
• Strong follow‑up, negotiation, and customer‑focused decision‑making
• Results‑driven, resourceful, and action‑oriented
• Ability to prioritize competing interests to achieve maximum impact
• Valid driver's license and clean driving record
• Ability to travel overnight as needed