Business Development Executive – Life Sciences

Come join our family!  If you are interested in truly making a difference in a collaborative and rewarding work setting with a culture of respect, accountability, appreciation, and loyalty, Microbac might be the right place for you!

We offer a positive working environment with engaged and supportive leadership teams along with competitive pay and benefits including medical, dental, vision, life insurance, disability, generous paid time off including vacation, holidays and flextime, a wellness program, referral bonus, tuition reimbursement and more!  

ABOUT MICROBAC

Microbac Laboratories, Inc. is a premier commercial laboratory testing firm that partners with clients worldwide, offering laboratory solutions to the life science, food and nutrition, and environmental industries and serves our clients with the utmost expertise and respect for their market requirements, constraints, and challenges. We embody a company-wide commitment to exceptional customer experience, which has been refined over nearly 50 years of trusted, analytical and measurement experience.

Through our network of laboratories, offices, and field services, we have the flexibility to meet the unique requirements for each client, project, and scope. Our Life Sciences division, anchored by our Sterling, VA and Wilson, NC laboratories, supports pharmaceutical, biotechnology, and medical device clients with GMP-compliant analytical testing, method development and validation, and stability, release, and quality control services.

As a privately held third-party testing company, Microbac operates with a commitment to safety, quality, and compliance. Our diverse work portfolio includes broad accreditation offerings and tested insights across the environmental, food and nutrition and life science markets.

JOB SUMMARY

Under the general direction of the Director of Sales, the Business Development Executive – Life Sciences will play a fundamental role in achieving revenue growth objectives for Microbac's Sterling, VA and Wilson, NC laboratories by sourcing new sales opportunities primarily through outbound lead generation across the pharmaceutical, biotechnology, and medical device markets as well as inbound lead follow-up. The Business Development Executive is responsible for prospecting, capturing new clients, and managing complex sales cycles from first contact through contract execution to drive an increase in revenue. The Business Development Executive must demonstrate excellent interpersonal and customer service skills, confidence in engaging decision-makers up to the executive level, and strong organizational and follow-up skills.

This is a hybrid position that combines remote work with on-site work at the Sterling and Wilson laboratories, with travel between locations as needed. Preferred candidate to be based in the Sterling, VA or Wilson, NC areas. 
 
Essential Functions:

• Prospecting and capturing new life sciences clients by sourcing new sales opportunities through inbound lead follow-up and outbound cold calls and emails, with a focus on pharmaceutical, biotechnology, and medical device manufacturers
• Cultivate strong, collaborative relationships with clients, helping them to achieve their business goals through the GMP analytical testing, method development and validation, and stability, release, and quality control services offered by Sterling, VA and Wilson, NC laboratories
• Build, document, and execute territory business plans for the Sterling, VA and Wilson, NC laboratories resulting in the growth in sales revenue
• Maintain up to date knowledge and understanding of life sciences, industry trends, conditions, FDA and GMP regulatory requirements, and competitors’ pricing, and other factors that may influence customers to present them with honest and accurate value propositions that favor utilizing our services
• Collaborate closely with members of the sales team, Sterling, VA and Wilson, NC laboratory technical and operations staff to understand current and future service offerings and capabilities
• Establish a positive rapport with clients and collaborate closely with them to understand their needs
• Maintain working knowledge of EPA and FDA regulatory frameworks, including disinfectant qualification studies, Minimum Inhibitory Concentration (MIC), viral/bio clearance, clinical trials, time-kill/antimicrobial activity and suspension studies, virucidal studies, and fungicidal testing
• Collaborate with internal Customer Relationship team, ensuring the needs of our clients are being met 
• Develop and maintain thorough understanding of the assigned territory and industry
• Leverage knowledge of clients, industry trends, and changes to proactively anticipate and address the needs of clients
• Collaborate with technical and marketing teams to create technical presentations and marketing materials targeted at pharmaceutical, biotechnology, and medical device clients
• Utilize Salesforce or other CRM software to identify, connect, and document sales activity with clients.
• Manage personal work expenses effectively and within budget
• Travel efficiently and safely throughout assigned region
• Commission opportunities are available for this role
• Perform administrative duties, such as preparing sales reports and quotes, maintaining sales records, etc.
• Maintain current, complete client files and an elevated level of client contact 

Minimum Qualifications:

• Bachelor’s degree with a concentration in business, life sciences, chemistry, biology, or a related scientific field
• Advanced degree (M.S. or Ph.D.) in life sciences, chemistry, or related scientific discipline is a plus but not required
• Minimum 3 years of experience in life sciences, pharmaceutical, CRO, or GMP-regulated industry
• Prior sales experience and customer service experience
• Excellent communication and presentation skills and abilities 
• Confidence leading meetings and negotiations
• Ability to understand and align the needs of others with company services and present compelling value propositions 
• Residence within the communicated territory/region or willingness to relocate
• General understanding of GMP-regulated laboratory testing services and the pharmaceutical, biotechnology, and medical device industries
• Acceptable driving record

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:

The physical demands and working conditions described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Requirements: 

• While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel objects, tools; talk or hear. The employee is occasionally required to stand, walk, and sit
• The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include color vision and depth perception

Working Conditions: 

• While performing the duties of this job, the employee will be in a general office environment.
• The noise level in the work environment is usually moderate
• This job may require up to 20-40% travel based on assigned region

OTHER:

This job description is not an exhaustive list of all duties an employee may be required to perform. Microbac reserves the right to revise the job description at any time. 

Employment is at-will. Microbac promotes a drug-free, alcohol-free workplace. Applicants considered for hire must pass a drug test before beginning work. Refusal to submit to testing will result in disqualification of further employment consideration.

Microbac is an Equal Opportunity Employer – We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. All qualified applicants will receive consideration for employment.