Technical Application Specialist, Excipient Sales Development - San Francisco Bay Area

Merck•Burlington, MA

23d•Hybrid

About The Position

We are seeking a dynamic, customer-focused Technical Application Specialist – Excipients Sales Development to drive growth through scientific engagement and application expertise for our portfolio of differentiated excipients used in pharmaceutical formulation (large and small molecules) resulting in achievement of revenue targets. In this hybrid technical-commercial role, you will serve as both a scientific consultant and business driver, engaging formulation scientists, R&D teams, and decision-makers to translate customer needs into product solutions. You will collaborate across functions—Customer Applications, Sales, Product Management, and R&D — to accelerate business opportunities and enhance customer success through high-impact engagements, technical seminars, and application-based solutions. You can expect domestic travel of 50% within assigned territory.

Requirements

Bachelor’s degree in Pharmaceutical Sciences, Industrial Pharmacy, or related discipline.
5+ years of relevant experience in formulation, excipients, or pharmaceutical product development within the life sciences or biopharma industry.
2+ years in a customer-facing technical or commercial role (e.g., sales, technical applications, business development).
Strong knowledge of formulation principles for biologics and small molecules, including excipient functionality and regulatory considerations.
Excellent communication, presentation, relationship-building, storytelling, and influencing skills.

Nice To Haves

Advanced degree in a relevant field, e.g. Industrial Pharmacy, Pharmaceutical Science.
Experience with cGMP drug product development, manufacturing, and downstream processing.
Proficient in CRM systems and digital tools; strong analytical skills.
Business and/or marketing experience is a plus.
Customer-centric with an entrepreneurial and proactive mindset.
Strong scientific curiosity and questioning skills.
Agile, organized, and adaptive to dynamic priorities in cross functional environments.

Responsibilities

Achieve sales targets by collaborating with the sales and product management teams to qualify, pursue, propose, negotiate and close customer opportunities.
Increase opportunity win rate by driving New Product Introduction and Competitive Conversion initiatives.
Establishing new relationships with formulation scientists, regulatory & quality experts, and decision makers; growing existing relationships and ensuring effective communication of the scientific and value-drive advantages of our portfolio of excipients.
Partner with Account Managers to develop and execute Hunting Opportunity Concepts, driving the short and long-term growth of our business by identifying and developing new business opportunities.
Lead technical consultations and seminars that highlight the value to the customer for both small and large molecule formulations.
Maintain up-to-date knowledge of regulatory guidelines, industry trends, and emerging technologies in drug product formulation.
Work internally across Customer Applications, Field Marketing, Modalities, Product Managers, R&D teams to influence portfolio direction and enhance customer value delivery.
Monitor competitive landscape and emerging customer needs to drive strategic positioning and differentiated solutions.
Bring customer and market intelligence back to internal teams to help shape product positioning, competitive strategy, and innovation pipelines.