Formulation Specialist - Excipient Sales Development

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This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US. 

Location: 

The Formulation Specialist – Excipient Sales Development is a field-based position covering New Jersey, Pennsylvania, New York, Connecticut, and Puerto Rico with domestic and international travel required (approximately 50%) to meet with customers in the assigned territory.

Your Role:

We are seeking a dynamic, customer-focused Formulation Specialist to drive excipient sales development through scientific engagement for our portfolio of differentiated products used in pharma and biopharma applications (small and large molecule). In this hybrid technical-commercial role, you will embody a customer-centric approach with an entrepreneurial and proactive mindset, leveraging your strong scientific curiosity to engage formulation teams and decision-makers. Your ability to ask insightful questions will be crucial in translating customer needs into innovative product solutions.

As a scientific consultant and business driver, you will collaborate across functions—Customer Applications, Sales, Product Management, and R&D—to accelerate business opportunities and enhance customer success. Your capacity to influence and collaborate in cross-functional environments will enable you to deliver high-impact technical engagements and propose application-based solutions. We value agility, organization, and adaptability to dynamic priorities, ensuring that you can effectively respond to evolving customer demands and contribute to the overall success of our team.

Key Responsibilities:

• Achieve sales targets by collaboration 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.

Success Metrics:

• Achievement of revenue targets through conversion of opportunity development into wins.
• Execution of customer trials, resulting in New Product and Competitive Conversion wins.
• Pipeline robustness through continuous high-value demand generation.

Who You Are

Minimum Qualifications:

• Bachelor’s degree in Pharmaceutical Sciences, Industrial Pharmacy, Chemistry or related discipline.
• 5+ years of relevant experience in formulation, excipients, or pharmaceutical product development within the life sciences, pharmaceutical or biopharma industry.
• 2+ years in a customer-facing technical or commercial role (e.g., sales, technical applications, business development).
• Working knowledge of formulation development principles for biologics and small molecule dosages forms, including 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.

Pay Range for this position: $85,000 - $158,500

Our ranges are derived from several sources, and largely reliant on relevant industry market data. Should we decide to make an offer, we will consider several factors, including but not limited to your location, skills, experience, career level, and other job-related factors.  This role may offer the following benefits: medical, vision, and dental insurance; life insurance; disability insurance; a 401(k) matching program; paid time off; and paid holidays; among other employee benefits. This role may also be eligible for short-term or long-term incentive compensation, including, but not limited to, cash bonuses.

What we offer: We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We believe that this variety drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!

Apply now and become a part of a team that is dedicated to Sparking Discovery and Elevating Humanity!