Element has an opportunity for a Business Development Manager responsible for named accounts and generating new business within a specific geographic area. In this role you will be responsible for pursuing sales opportunities to sell the full breadth of Element services with a focus on services offered at our Acton, MA based location in order to meet their assigned budget. Acton specific testing services include Environmental Monitoring Services, Cleanroom Certification, Microbiology (Raw Materials and Release Testing) and Disinfectant Qualification Testing within small to medium size pharmaceutical companies. You will support strategic or key accounts within your specified territory with any activities needed at local sites.

• Establish and proactively maintain a strong professional relationship with key decision makers and influencers within new and assigned accounts
• Engages with customers both face to face and virtually
• Drive profitable sales expansion with a focus on acquiring new logos and re-engaging with dormant accounts, while growing existing clients
• Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs
• Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
• Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
• Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings and visiting work areas and interacting with employees.
• Represent company at industry association meetings to promote company and services offered
• Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
• Follow up in a timely manner on opportunities and quotations
• Achieve sales goals by converting, retaining and penetrating accounts
• Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
• Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
• Identify full customer test needs to uncover additional opportunities within accounts across Element
• Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered
• Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
• Build and maintain a working knowledge of Element's service offerings; participate in training/coaching opportunities
• Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, and employee handbook
• Ensure adherence to all applicable laws pertaining to safety, environment and corporate governance

• A minimum of 5 years of experience in sales, especially within the pharmaceutical industry.
• Bachelor's of Science in Life Sciences preferred but other four-year degrees will be considered
• An ideal candidate will have experience selling testing services to pharmaceutical manufactures, medical device companies and/or biotechnology companies.
• Understanding of and/or prior bench experience with analytical and microbiological testing during drug development considered an asset.
• Experience in interpreting testing procedures and requirements, GMP experience a plus.
• Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel).
• Availability, flexibility, and maturity to represent the company at a broad range of events / projects in the community, with customers and within the company.
• Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities.
• Well-developed oral and written communication skills to meet a variety of communication needs.
• Good interpersonal skills that foster open upward and downward communication built on mutual respect.
• Ability to interface with clients, win new work and determine their requirements; helps develops proposals including cost estimates, work plan and terms and conditions.
• Ability to travel up to 50% of the time; overnight travel may be required.

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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.