Technical Sales Development Specialist - Excipients (Field Based)

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

Location:

This is a field-based position based out of the greater San Francisco Bay area with domestic travel required (approximately 40 - 50%) to meet with customers in the assigned region.

Your Role:

We are seeking a dynamic, customer-focused Technical Sales Development Specialist 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 revenue target achievement.  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 scientists, R&D teams, and decision-makers.  Your ability to ask insightful questions will be crucial in translating customer needs into innovative product solutions that meet their unique challenges.

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 complex, cross-functional environments will enable you to deliver high-impact engagements, technical seminars, and 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 Franchise 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, Focus 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 development and conversion of opportunities into wins.
• Achievement of product seeding and customer trial targets
• Opportunity pipeline robustness through expansion of customers’ technical contacts for continuous high-value demand generation.

Who You Are

Minimum Qualifications:

• Bachelor’s degree in Pharmaceutical Sciences, Industrial Pharmacy, Chemistry, B.Tech in Chem/Pharma Engineering, or related discipline.
• 5+ years of relevant experience in formulation (e.g., product development, pharmaceutics, preformulation, technology transfer, process development) within the 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 principles for biologics and small molecules, including excipient functionality, design principals, 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.

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!