Business Development Manager, West Coast

Job Summary

The role is responsible for driving revenue growth by selling Biospecimen and Biomarker Services to biotechnology, diagnostic, biopharma, and pharmaceutical oncology research and development companies across the US Western territory. This role focuses on developing and maintaining customer relationships, expanding the customer base, and managing the full sales cycle from lead generation through order fulfillment. The Strategic Account Representative serves as the primary commercial point of contact for accounts within the territory, articulating technical capabilities and partnering with internal scientific and operational teams to deliver tailored solutions that meet customer needs.

Responsibilities

• Call on biotechnology, diagnostic, biopharma, and pharmaceutical oncology research and development companies in the US Western Region to sell Biospecimen and Biomarker Services products and services.
• Maintain and grow customer relationships with existing accounts in the territory, increasing revenue and expanding share of wallet within each account.
• Drive pipeline generation, qualification, and conversion by identifying and pursuing high-value customer segments, target accounts, and market opportunities within the territory.
• Learn, understand, apply, and continue to develop expertise related to GCLP laboratory services offerings, including fluorescent multiplex immunohistochemistry services, digital pathology services, and biospecimen solutions.
• Seek growing biotechnology companies from the target list with oncology drugs in their pipeline who outsource immunohistochemistry, phosphoprotein analyses, and biomarker services.
• Discuss technical aspects of customer projects and articulate customers’ technical needs, partnering with internal scientific and operational resources to develop statements of work (SOWs) and quotations.
• Continually grow the customer base through lead generation activities and follow-up on leads generated by the company and marketing initiatives.
• Maintain the company CRM database (Salesforce) and update daily; provide written reports of sales activities within the CRM and keep Key Performance Indicators (KPIs) current for management purposes.
• Cook up with Marketing, Scientific Engagement, and Customer Success teams to grow the market presence within the territory.
• Contribute to monthly, quarterly, and yearly sales forecasting and manage expenses for the territory.
• Identify and address barriers to deal progression, proactively resolving issues related to positioning, pricing, technical feasibility, or internal alignment.
• Maintain deep understanding of the oncology, biomarker, and biospecimen market landscape, including customer needs, competitive dynamics, and emerging trends.
• Support company exhibition obligations and represent the organization at conferences, trade shows, and industry events throughout North America as needed.
• Engage directly with customers to build strong relationships, gather Voice of Customer insights, and inform commercial strategy and service development.
• Territory: US Western Region, including California (with primary focus on San Francisco Bay Area and San Diego metropolitan areas), Pacific Northwest, and Mountain West states.
• Additional territorial and/or business development responsibilities as agreed upon with the Head of Global Sales.

Minimum Requirements

• Bachelor’s degree in the areas of biology, human genetics, medicine, pharmacology, molecular and cell biology, biochemistry, pathology, or equivalent
• 2+ years of sales experience at a life science company, preferably selling laboratory services or biospecimen-related products
• Demonstrated experience selling complex services or solutions within biotech, pharmaceutical, CRO, or diagnostics organizations
• Proven track record of meeting or exceeding revenue targets and driving sustained business growth
• Experience managing customer relationships across pharmaceutical, biotech, and/or diagnostics companies
• Strong understanding of oncology research, biomarker development, and/or biospecimen services
• Strong commercial acumen, including deal structuring, pricing, and negotiation
• Excellent presentation, written, and verbal communication skills in English
• Excellent communication, presentation, and stakeholder management skills

Preferred Requirements

• Advanced degree (M.S. or PhD) in the areas of biology, human genetics, medicine, pharmacology, molecular and cell biology, biochemistry, pathology, or equivalent
• Knowledge of oncology, cancer drug and diagnostic development processes, preclinical testing procedures, and/or biobanking
• Experience selling GCLP-relevant services
• Deep understanding of translational research, biomarker strategies, and clinical development workflows
• Familiarity with CRM systems (e.g., Salesforce) and pipeline management best practices
• Established network of contacts within the US Western Region biotech and pharmaceutical landscape

Pay

The California salary range for this position is: $90,000 - $115,000