Business Development Manager

Element Materials Technology•Concord, CA

5d•Hybrid

About The Position

Element is seeking a driven Business Development Manager based in California to grow sales across both Northern and Southern California life sciences markets. This role carries balanced responsibility across Element’s Concord and Santa Fe Springs laboratories, supporting complementary service portfolios in microbiology-focused testing in Concord and analytical, regulatory, and pharmaceutical development services in Santa Fe Springs. The ideal candidate may be based in either the Bay Area or the Greater Los Angeles region, with responsibility spanning both Northern and Southern California customer bases. This role serves as a key commercial connector across Element’s California laboratory network, leveraging the full breadth of capabilities across both sites. You will build and manage relationships with key decision-makers, identify client needs across microbiology, analytical chemistry, and regulatory testing domains, and deliver tailored solutions that ensure compliance, quality, and speed to market for customers in the life sciences, pharmaceutical, biotech, and related regulated industries.

Requirements

5+ years of technical experience with sales responsibilities
Bachelor of Science preferred; other four-year degrees considered
Experience selling in the pharmaceutical and/or life sciences markets
Knowledge and understanding of pharmaceutical regulatory landscape
Experience interpreting testing procedures and laboratory requirements
Proficiency in Microsoft applications (Dynamics AX/CRM, Word, Excel)
Ability to represent the company across a broad range of customer, industry, and internal settings
Ability to manage competing priorities and remain composed under pressure
Strong oral and written communication skills
Strong interpersonal skills and ability to build relationships across technical and commercial stakeholders
Ability to develop proposals including scope, cost estimates, and commercial terms

Nice To Haves

Ability to travel up to 50% of the time, including overnight travel

Responsibilities

Establish and proactively maintain strong professional relationships with key decision makers and influencers across both Northern and Southern California accounts
Drive profitable sales growth across Element’s California laboratory network, spanning Concord microbiology services and Santa Fe Springs analytical, regulatory, and pharmaceutical development testing capabilities
Develop and expand business across microbiology-focused testing (including environmental monitoring, sterility, bioburden, and microbial identification) and analytical/pharma testing services (including chemistry, method development, validation, and regulatory support)
Gather and analyze market, regulatory, and industry intelligence across biotech, pharma, and life sciences clusters in both regions to identify emerging customer needs
Identify early-stage opportunities and align them to the appropriate laboratory capability (Concord vs. Santa Fe Springs) to optimize technical fit, turnaround time, and commercial value
Deliver business development presentations, negotiate, and close business in coordination with technical experts and operational leaders across both laboratories
Serve as a representative of Element across California, participating in industry associations, customer events, conferences, and scientific networking opportunities
Prepare sales reports and pipeline analyses segmented across microbiology and analytical/regulatory service lines, as well as Northern and Southern California regions
Follow up on quotations and proposals in a timely manner, ensuring alignment between customer requirements and laboratory capabilities
Achieve sales targets by expanding existing accounts, converting new opportunities, and reactivating dormant accounts across both lab portfolios
Collaborate closely with laboratory leadership, technical SMEs, and internal sales teams at both Concord and Santa Fe Springs to ensure strong solution delivery and customer satisfaction
Lead full sales cycle activities including qualification, relationship building, technical needs assessment, solution development, proposal creation, and closing
Identify cross-laboratory opportunities where microbiology and analytical services can be bundled to support broader customer programs
Maintain CRM discipline including accurate activity logging, opportunity tracking, and pipeline management across both regions and service lines
Participate in structured pipeline and forecast reviews, ensuring visibility of key opportunities and alignment across both laboratories
Maintain strong working knowledge of Element’s microbiology testing portfolio (Concord) and analytical/regulatory/pharma testing portfolio (Santa Fe Springs)
Ensure compliance with all Element policies, quality systems, safety requirements, and applicable regulatory standards