Business Development Manager - West Coast

Full-time

Description

Join the Teknova Team and Help Shape the Future of Health

When you join the Teknova team, you’re helping to create the future of health. Our customers are working to discover novel therapies that will help people everywhere live longer, healthier lives. We make sure they have a reliable supply of the essential ingredients they need to succeed, and every member of our team plays an important role. 

JOB OVERVIEW

Reporting to the VP Sales, the Business Development Manager will establish, manage, and promote customer relationships in efforts to increase market share and generate revenue for our products and services portfolio focused on Cell & Gene Therapy and Bioprocessing applications, Life Sciences field, Tools & Diagnostics in addition to other industries. This person will identify and drive tactical and strategic customer opportunities aimed at business growth while independently guiding customers through the intake, quote, order, and production processes with a project management focus. They will provide ongoing oversight, input, and consultation with the Marketing, Commercial Operations, MS&T, Engineering, and Operations teams about specific opportunities, market dynamics, and competition. They will have a technical background combined with strong sales and relationship skills and would be equally at ease conversing with R&D, Process Development, Bioproduction Manufacturing, Procurement and C-Suite level at our customer accounts. This role requires a high level of independence and decision-making skills as well as the ability to negotiate and close deals.

The successful candidate will be highly sales driven, and will be responsible for the identification, pursuit, and acquisition of strategic business opportunities for our products and services. In addition to day-to-day sales opportunities, the BDM will also aid or lead the identification of commercial and R&D partnerships, alliances, joint ventures, and licensing that support the business strategy. This role is field-based with the expectation that it includes frequent customer-facing travel within the assigned territory and travel into Teknova offices in Hollister CA, to ensure strong working relationships and alignment with colleagues (and attendance at onsite meetings).

Our Culture :

At Teknova, our culture is all about creative problem solving, and our default answer is “Yes.” We’re customer-obsessed and go all in for them and each other. We aren’t interested in the status quo—we want to discover what’s possible. We’re bold and built to change. We go above and beyond to develop novel products that help our customers get reliable results, engineer formats that fit their systems, and find ways to ship out their orders one day sooner. Every time we help our customers work more efficiently; we bring them a step closer to that big breakthrough. 

Our Values :

We value the unique personality and background of everyone on our team—we want you to be you. By working together and sharing our skills, we find new and better solutions for our customers. The people on our team are at the heart of everything we do, and we’re here to support them.

Requirements

JOB DUTIES AND RESPONSIBILITIES

• Key customer-facing role responsible for all sales (orders and revenue) for defined territory.
• Delivery against monthly, quarterly and annual territory revenue target, activity and milestone metrics
• Collaborates cross-functionally with team members (Customer Service, Tech Support, R&D, Legal, Operations, and others as needed) to drive new customer opportunities.
• Responsible for identifying, evaluating, and developing customer relationships for new opportunities and services. Requires good CRM practices and should lead by example.
• Manages relationships and is an internal advocate for the customer with an eye toward good business opportunities.
• Identifies portfolio and market gaps and provides input to product management and sales leadership, facilitating the voice of customer discussions. Can initiate, drive and support new product opportunities with the Sales Leadership and Commercial Operations group.
• Drives all communications and negotiations with potential customers and partners.
• Provides clear, concise project updates to cross-functional team members.
• Educates themselves and investigates new technology, and market trends to stay abreast of key directions in cell & gene therapy and bioproduction. Shares these insights with internal stakeholders.
• Effectively communicates with the management team on progress against objectives and future plans for driving performance including participation in certain alignment meetings (Funnel Management and others).
• Key Relationships:

- Business Development Team

- Strategic Alliances Team

- Account Executive Team

• Key Cross-Functional Relationships

- Commercial Operations Team

- MS&T

- Marketing Team

- Operations Team

- Engineering Team

• Increase brand awareness in the bioprocessing market segments, with a particular focus on cell and gene therapy.
• Work with the Downstream Marketing Team to generate influential sales and marketing campaigns targeted at specific market segments to increase Marketing Qualified Leads (MQL’s) and Sales Qualified Leads (SQL’s).
• Frequent field travel to customers in defined territory to progress opportunities, build strong relationships and understand customer needs and operations.

EDUCATION

• Degree in the life sciences or related scientific field advanced degree a plus.

KNOWLEDGE / SKILLS / EXPERIENCE

5+ years of relevant industry experience in the Life Sciences, Bioproduction, Cell, and Gene therapy fields.

3+ years of field-based and customer-facing commercial experience (Business Development, Applications Support, Relationship Sales) is mandatory.

Proven sales success and experience in identifying and developing business strategies and market opportunities.

Experience contributing to and writing and executing contracts and agreements (Supply, Service, Collaboration, Licensing, Statements of Work).

Proven ability to develop and deliver commercial and technical presentations to potential customers and collaborators.

Able to lead and execute agreements such as statements of work or requests for proposals.

Highly motivated and self-directed. Able to take a proactive approach on the job.

Good communication and relationship-building skills; ability to work effectively in a nimble and fast-paced organization. Good CRM skills and practices.

A solid understanding of the sales process and business fundamentals is a requirement.

Demonstrated excellent interpersonal, presentation, time management, organizational, and written and oral communication skills.

Willingness to challenge the status quo and provide creative solutions to identified challenges.

Demonstrated strong team player with the ability to lead projects and programs.

Customer and solution focused.

Benefits :

From performance bonuses that give every member of our team a chance to share in our success to health insurance and retirement savings programs to our generous PTO policy, we’re invested in our associates. Our benefits include: 

• Comprehensive medical, dental, and vision plans
• 401(k) retirement plans with a 4% employer match
• Employee Stock Purchase Plan (ESPP)
• Teknova wellness program
• Continuous learning opportunities
• Paid holidays, paid time off, and paid sick leave

From our scientists to our shipping department, the people who thrive here see beyond reporting lines—they are driven and open to learning something new. If you’re ready to make a difference and be part of a team that values creativity, collaboration, and customer obsession, we’d love to hear from you. Join us at Teknova and help shape the future of health.

Teknova is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other status or characteristic protected by law.

Salary Description

$140,000.00 - $150,000.00