Pharma / BioPharma Business Development Specialist

About the role

Location: Carlsbad, CA - San Francisco, CA. Established in 1975, Shimadzu Scientific Instruments is one of the largest suppliers of analytical instrumentation, physical testing, and environmental monitoring systems in the world. Shimadzu seeks a Pharma/BioPharma Business Development Specialist to drive growth within pharmaceutical and biopharmaceutical markets across the Western U.S. The role expands Shimadzu’s presence within existing accounts and develops new customer relationships by engaging key scientific, technical, and business stakeholders across the drug development lifecycle.

Responsibilities

• Develop and execute strategic business development plans to expand Shimadzu’s footprint within pharmaceutical and biopharmaceutical accounts
• Identify, prioritize, and engage new customer opportunities across pharma, biotech, CROs, and CDMOs
• Drive “land and expand” strategies by identifying opportunities to extend Shimadzu solutions across adjacent workflows and departments within key accounts
• Build and maintain high-value relationships with scientific leaders, lab managers, and decision-makers across target organizations
• Lead customer-facing discussions focused on understanding scientific workflows, unmet needs, and business objectives
• Position Shimadzu solutions based on workflow impact and business value rather than product specifications
• Collaborate with technical and applications teams to align solutions with customer requirements and ensure effective solution positioning
• Support strategic sales opportunities by guiding messaging, value propositions, and overall deal strategy
• Possess and develop deep understanding of pharmaceutical workflows, including Discovery, ADME/DMPK, Bioanalysis, CMC, and QA/QC
• Map customer organizations and align Shimadzu capabilities to specific functional groups and use cases
• Identify emerging trends in pharma research, development, and manufacturing, and translate those insights into actionable growth strategies
• Partner closely with regional sales teams to drive pipeline creation, qualification, and progression within target accounts
• Collaborate with marketing on targeted campaigns, marketing initiatives, and industry engagement strategies
• Provide market feedback to product management and global teams to shape portfolio positioning and