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

Key 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.

Minimum Qualifications

• 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.

Preferred Qualifications

• 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.