Business Development Manager

Element is a global leader in testing, inspection, and certification services, supporting highly regulated industries with critical quality and compliance solutions. The Concord, CA laboratory plays a key role in Element's life sciences offering, providing cGMP microbiology, virology, environmental monitoring, and analytical chemistry testing to pharmaceutical and biotech manufacturers.

This Business Development Manager will be responsible for driving revenue growth across California through proactive prospecting, new business development, and strategic expansion of existing customer relationships. The successful candidate will promote Element Concord's full suite of testing services, identify and develop opportunities within pharmaceutical and biotechnology organizations, and deliver consultative solutions that help clients meet FDA regulatory requirements, reduce product risk, and ensure patient and user safety. This role requires a strong understanding of regulated environments, solution-based selling, and the ability to develop business within both established and emerging accounts.

This role will also have secondary duties supporting the selling of services for the Santa Fe Springs, CA lab as well.


You can read more about the Concord lab here: EMT Concord CA

Salary: $120k-$160k base salary (DOE) and will also include Sales Compensation Incentives.

Site Status: Hybrid

Please note: Sponsorship is not available for this opportunity

Develop and maintain strategic relationships with key decision-makers within pharmaceutical, biotech, and life sciences organizations
• Generate new business opportunities aligned with Element's market focus, laboratory capabilities, and operational capacity
• Identify, qualify, and secure opportunities through face-to-face meetings, presentations, technical discussions, and consultative selling activities
• Drive revenue growth through new business development, expansion of existing customer relationships, and re-engagement of dormant customers
• Identify and position Element's capabilities in microbiology, sterility, virology, environmental monitoring, and analytical testing to address client needs
• Understand client requirements related to cGMP compliance, FDA regulations, product quality, and operational objectives, aligning solutions to support business success
• Manage the full sales cycle including prospecting, qualification, solution development, proposal delivery, negotiation, and closing
• Represent Element at industry events, conferences, and client engagements, reinforcing the company's position as a trusted partner in regulated testing environments
• Work closely with internal technical teams, client services, and laboratory operations to present Element's capabilities, advance opportunities, and close business, facilitating CDA and MSA processes as appropriate
• Keep the CRM up to date by monitoring accuracy and utilizing it appropriately for account management and business forecasting.
• Present territory performance, opportunity status, and market intelligence to internal stakeholders while recommending actions to improve sales performance and identify opportunities for growth
• Develop territory business plans to grow the accounts, maintain accurate sales forecasts, and leverage CRM tools to manage opportunities, track activity, use KPIs for the territory to demonstrate success in growing the business, and support business forecasting. Pivoting the plan based on changes in customer need as pertinent.
• Suggest actions to improve sales performance and identify opportunities for growth.

• 5+ years of technical, sales, business development, or account management experience, preferably within pharmaceutical, biotechnology, life sciences services, contract services industry
• Technical and regulatory depth sufficient for sales and business development
• Bachelor's degree in a scientific or technical background in related disciplines or business (or equivalent experience)
• Ability to analyze sales performance metrics and data to support reporting and performance evaluation.
• Proven track record of meeting or exceeding sales targets in a growth-oriented commercial environment
• Demonstrated success prospecting, developing new business opportunities, and growing strategic customer accounts within the pharmaceutical or biotech market
• Proficiency with CRM systems and Microsoft Office tools (e.g., Excel, Word, Dynamics or similar platforms)
• Strong communication, presentation, and negotiation skills, with the ability to engage technical, operational, procurement, and executive stakeholders
• Proven ability to manage multiple priorities, develop territory strategies, meet deadlines, and perform effectively in a fast-paced, target-driven environment
• Excellent interpersonal skills with the ability to build trust and collaborate across internal teams and external clients
• Experience developing proposals, including defining scope, pricing, and commercial terms
• Ability to maintain accurate sales forecasts, manage pipelines, and identify opportunities for continued account growth
• Willingness and ability to travel up to 50% within California (including overnight travel as needed)
• Demonstrated success prospecting, developing new business opportunities, and growing revenue within pharmaceutical or biotech organizations
• Proven track record of meeting or exceeding sales targets in a growth-oriented commercial environment
• Experience developing territory business plans, sales forecasts, and growth strategies
• Ability to present territory performance, opportunity status, and sales forecasts to internal stakeholders
• Experience utilizing CRM systems to manage pipelines, maintain accurate account data, and support business forecasting

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Element is one of the fastest growing testing, inspection and certification businesses in the world. Globally we have more than 9,000 brilliant minds operating from 270 sites across 30 countries. Together we share an ambitious purpose to 'Make tomorrow safer than today'.

When failure in use is not an option, we help customers make certain that their products, materials, processes and services are safe, compliant and fit for purpose. From early R&D, through complex regulatory approvals and into production, our global laboratory network of scientists, engineers, and technologists support customers to achieve assurance over product quality, sustainable outcomes, and market access.

While we are proud of our global reach, working at Element feels like being part of a smaller company. We empower you to take charge of your career, and reward excellence and integrity with growth and development.

Industries across the world depend on our care, attention to detail and the absolute accuracy of our work. The role we have to play in creating a safer world is much bigger than our organization.

At Element, we always take pride in putting our people first. We are an equal opportunity employer that recognizes diversity and inclusion as fundamental to our Vision of becoming "the world's most trusted testing partner".

All suitably qualified candidates will receive consideration for employment on the basis of objective work related criteria and without regard for the following: age, disability, ethnic origin, gender, marital status, race, religion, responsibility of dependents, sexual orientation, or gender identity or other characteristics in accordance with the applicable governing laws or other characteristics in accordance with the applicable governing laws.