OverviewElement has an opportunity for a
Business Development Director, Team Lead to drive commercial growth for our Santa Fe Springs, California laboratory, a leading provider of analytical chemistry, pharmaceutical testing, and regulatory support services.
In this role, you will lead a team of territory-based sales professionals focused on expanding Element's footprint across pharmaceutical, biotech, and life sciences markets. You will play a critical role in aligning commercial strategy with the laboratory's advanced capabilities-including method development and validation, extractables & leachables, elemental impurities, and compendial testing-to help customers achieve regulatory compliance and accelerate time to market.
The ideal candidate will demonstrate strong sales leadership, managerial courage, customer focus, and entrepreneurial drive, while building a high-performance, accountable, and collaborative sales culture.
Pay Range: $130k-$190k (DOE) + Sales Compensation Incentives
Responsibilities- Lead, coach, and develop a team of outside sales professionals, driving performance against revenue targets
- Provide hands-on leadership throughout the full sales cycle, including prospecting, discovery, solution development, negotiation, and closing
- Partner with your team in the field to support complex, technical customer engagements
- Drive revenue growth across Santa Fe Springs core services, including: Analytical chemistry testing, Pharmaceutical method development and validation, Regulatory and compliance testing
- Help identify and position opportunities early in the sales cycle to maximize share of wallet and long-term account growth
- Collaborate closely with laboratory operations and technical SMEs to develop strong, feasible customer solutions
- Build and maintain executive-level relationships across pharma, biotech, and regulated industries
- Represent Element at industry associations, conferences, and client events
- Lead pipeline management and forecasting, ensuring CRM accuracy and visibility into key opportunities
- Guide development of proposals, scopes of work, pricing, and commercial terms
- Ensure team alignment with Element's quality standards, regulatory requirements, and commercial strategy
- Promote a culture of accountability, collaboration, and continuous improvement
Skills / Qualifications- 3-5 years of experience managing an outside sales team
- 5-10 years of technical sales experience in pharmaceutical, biotech, or life sciences markets
- Strong understanding of FDA, cGMP, and global regulatory frameworks
- Experience selling analytical testing, laboratory services, or pharmaceutical development solutions
- Bachelor's degree preferred (scientific discipline strongly desired)
- Proven ability to lead teams, manage complex technical sales cycles, and influence stakeholders
- Ability to interpret testing specifications, contracts, and customer requirements
- Strong communication, negotiation, and interpersonal skills
- Proficiency with CRM systems (e.g., Microsoft Dynamics) and Microsoft Office tools
- Ability to travel up to 75%, including overnight travel
- Valid driver's license with acceptable driving record
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