Business Development Manager

Element Materials Technology•Concord, CA

1d•$120,000 - $160,000•Hybrid

About The Position

Element is seeking a driven Business Development Manager based at the Santa Fe Springs, CA laboratory to grow sales across Southern California accounts. This role will primarily leverage the full suite of services offered by the Santa Fe Springs lab, including analytical testing, regulatory support, and pharmaceutical development services, while also supporting opportunities at Element’s Concord CA lab as appropriate. You will build strong relationships with key decision-makers, identify client needs, and deliver tailored solutions that maximize value, quality, and compliance for customers in the life sciences, pharmaceutical, and related industries. The base pay for this role is set between $120k-$160k, and will depend on individual level of experience, and will also include Sales Compensation Incentives. Site Status: Hybrid

Requirements

5+ years of Technical experience with Sales responsibilities
Bachelors of Science preferred but other four year degree will be considered
Experience selling in the Pharmaceutical Market
Knowledge and understanding of the Regulatory landscape for the Pharmaceutical Industry
Experience in interpreting testing procedures and requirements
Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)
Availability, flexibility, and maturity to represent the company at a broad range of events / projects in the community, with customers and within the company
Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities
Well-developed oral and written communication skills to meet a variety of communication needs
Good interpersonal skills that foster open upward and downward communication built on mutual respect
Ability to interface with clients, win new work and determine their requirements; helps develops proposals including cost estimates, work plan and terms and conditions
Ability to travel up to 50% of the time; some overnight travel may be required

Responsibilities

Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts
Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs
Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings and visiting work areas and interacting with employees. Represent company at industry association meetings to promote company and services offered
Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
Follow up in a timely manner on quotations for the assigned customer base
Achieve sales goals by converting, retaining and penetrating accounts
Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
Identify full customer test needs to uncover additional opportunities within accounts across Element
Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered
Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
Build and maintain a working knowledge of Element's service offerings; participate in training/coaching opportunities
Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, and employee handbook
Ensure adherence to all applicable laws pertaining to safety, environment and corporate governance