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 growth within named accounts across California, promoting Element’s full suite of pharmaceutical testing services to help clients meet FDA regulatory requirements, reduce product risk, and ensure patient safety. This requires a strong understanding of regulated environments and consultative, solution-based selling.

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 strong relationships with key decision-makers within pharmaceutical, biotech, and life sciences organizations
• Drive revenue growth by acquiring new customers, expanding existing accounts, and re-engaging dormant clients
• 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, and product quality, aligning solutions to support regulatory success
• Manage the full sales cycle including prospecting, qualification, solution development, proposal delivery, negotiation, and closing
• Collaborate closely with lab operations, technical experts, and regional teams to deliver tailored solutions across Concord and Santa Fe Springs
• Build and maintain a strong pipeline, leveraging CRM to track activity, forecast revenue, and manage opportunities
• Analyze market trends and customer insights to uncover new opportunities and maximize share of wallet
• Represent Element at industry events and client engagements, reinforcing the company’s position as a trusted partner in regulated testing environments

• 5+ years of technical, consultative sales experience, preferably within pharmaceutical, life sciences, or regulated testing environments
• Bachelor’s degree in a scientific or business-related field preferred (or equivalent experience)
• Demonstrated success selling into the pharmaceutical or biotech market, with an understanding of customer workflows and decision drivers
• Strong knowledge of cGMP, FDA regulations, and the broader pharmaceutical regulatory landscape
• Ability to interpret testing requirements and translate technical capabilities into client-focused solutions
• Proficiency with CRM systems and Microsoft Office tools (e.g., Excel, Word, Dynamics or similar platforms)
• Strong communication and presentation skills, with the ability to engage both technical and business stakeholders
• Proven ability to manage multiple priorities, 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
• Willingness and ability to travel up to 50% within California (including overnight travel as needed)

#LI-TK1

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.