Business Development Manager (West Coast) - Microbiology Automation and Diagnostics Industry

Our client is a globally trusted leader in the pre-analytical and microbiology automation industry. Renowned for their innovative instrumentation solutions, they serve diverse sectors including healthcare, pharmaceuticals, and research laboratories. With a robust portfolio of over 300,000 products, they provide state-of-the-art solutions for sample collection, transport, and laboratory automation. As a major manufacturer of diagnostic swabs, they experienced significant growth during the COVID-19 pandemic and continue to expand rapidly.

Key Responsibilities

• Develop and maintain relationships with potential and existing clients in the microbiology and diagnostics fields
• Manage a portfolio of approximately 100 capital equipment opportunities across various pipeline stages
• Sell both consumable products (e.g., swabs, transport media) and capital equipment (laboratory automation systems)
• Work closely with distribution partners to drive sales and maintain strong relationships
• Identify and pursue new business opportunities through networking and prospecting
• Provide product demonstrations, technical information, and support to customers
• Negotiate contracts and terms of sales
• Maintain accurate records in Salesforce CRM
• Meet or exceed sales quotas for both consumable and equipment product lines
• Stay informed about industry trends and competitive landscape

Qualifications

• Bachelor's degree in Business, Biology, Engineering, or related field (MBA a plus)
• Minimum 3 years of successful sales experience in the molecular diagnostics, microbiology, or related clinical diagnostics industry
• Experience selling capital equipment and/or laboratory consumables strongly required
• Track record of success in meeting or exceeding sales quotas
• Familiarity with microbiology laboratory workflows and automation concepts
• Strong understanding of the clinical laboratory market and key players
• Excellent communication, presentation, and negotiation skills
• Proficiency with Salesforce or similar CRM systems
• Ability to manage long sales cycles (up to 2-3 years for some capital equipment deals)
• Valid driver's license and ability to travel extensively within the assigned territory

🧳 Travel: 60-70%

• Typical schedule: Two weeks of travel followed by one week working remotely
• Travel usually occurs mid-week (Tuesday to Thursday/Friday)
• Focus on client visits within the West Coast territory
• Occasional weekend travel (2-3 times per year) for trade shows

💰 Compensation:

• On-target earnings (OTE): $180,000 - $200,000