Work Location: Branchburg, New Jersey
Shift: No
Department: LS-PS-ACP PFM Customer Application
Recruiter: Trinity Hall
This information is for internals only. Please do not share outside of the organization. Location: This is a field-based position based out of the greater Newark, NJ area. This role will support the regional area of New Jersey, New York, Connecticut, Pennsylvania, Ohio and Michigan. Approximately 50% domestic travel, including overnight stays, will be required for this role.
Your Role: We are seeking a dynamic, customer-focused Technical Sales Development Specialist to drive growth through scientific engagement and application expertise for our portfolio of differentiated excipients used in pharmaceutical formulation (large and small molecules), resulting in revenue target achievement. In this hybrid technical-commercial role, you will embody a customer-centric approach with an entrepreneurial and proactive mindset, leveraging your strong scientific curiosity to engage formulation scientists, R&D teams, and decision-makers. Your ability to ask insightful questions will be crucial in translating customer needs into innovative product solutions that meet their unique challenges.
As a scientific consultant and business driver, you will collaborate across functions-Customer Applications, Sales, Product Management, and R&D-to accelerate business opportunities and enhance customer success. Your capacity to influence and collaborate in complex, cross-functional environments will enable you to deliver high-impact engagements, technical seminars, and application-based solutions. We value agility, organization, and adaptability to dynamic priorities, ensuring that you can effectively respond to evolving customer demands and contribute to the overall success of our team.
Key Responsibilities: - Achieve sales targets by collaboration with the Sales and Franchise teams to qualify, pursue, propose, negotiate and close customer opportunities.
- Increase opportunity win rate by driving New Product Introduction and Competitive Conversion initiatives.
- Establishing new relationships with formulation scientists, regulatory & quality experts, and decision makers; growing existing relationships and ensuring effective communication of the scientific and value-drive advantages of our portfolio of excipients.
- Partner with Account Managers to develop and execute Hunting Opportunity Concepts, driving the short and long-term growth of our business by identifying and developing new business opportunities.
- Lead technical consultations and seminars that highlight the value to the customer for both small and large molecule formulations.
- Maintain up-to-date knowledge of regulatory guidelines, industry trends, and emerging technologies in drug product formulation.
- Work internally across Customer Applications, Field Marketing, Focus Modalities, Product Managers, R&D teams to influence portfolio direction and enhance customer value delivery.
- Monitor competitive landscape and emerging customer needs to drive strategic positioning and differentiated solutions.
- Bring customer and market intelligence back to internal teams to help shape product positioning, competitive strategy, and innovation pipelines.
Success Metrics: - Achievement of revenue targets through development and conversion of opportunities into wins.
- Achievement of product seeding and customer trial targets
- Opportunity pipeline robustness through expansion of customers' technical contacts for continuous high-value demand generation.
Who You Are Minimum Qualifications: - Bachelor's degree in Pharmaceutical Sciences, Industrial Pharmacy, Chemistry, B.Tech in Chem/Pharma Engineering, or related discipline and 5+ years of relevant experience in formulation (e.g., product development, pharmaceutics, preformulation, technology transfer, process development) within the pharmaceutical or biopharma industry. OR Masters degree in Pharmaceutical Sciences, Industrial Pharmacy, Chemistry, B.Tech in Chem/Pharma Engineering, or related discipline and 3+ years of relevant experience in formulation (e.g., product development, pharmaceutics, preformulation, technology transfer, process development) within the pharmaceutical or biopharma industry.
- Experience in a customer-facing technical or commercial role (e.g., sales, technical applications, business development).
- Working knowledge of formulation principles for biologics and small molecules, including excipient functionality, design principals, and regulatory considerations.
- Excellent communication, presentation, relationship-building, storytelling, and influencing skills.
Preferred Qualifications: - Advanced degree in a relevant field, e.g. Industrial Pharmacy, Pharmaceutical Science.
- Experience with cGMP drug product development, manufacturing, and downstream processing.
- Proficient in CRM systems and digital tools; strong analytical skills.
- Business and/or marketing experience is a plus.
Pay Range for this position: $85,000 - $158,500
Our ranges are derived from several sources, and largely reliant on relevant industry market data. Should we decide to make an offer, we will consider several factors, including but not limited to your location, skills, experience, career level, and other job-related factors. This role may offer the following benefits: medical, vision, and dental insurance; life insurance; disability insurance; a 401(k) matching program; paid time off; and paid holidays; among other employee benefits. This role may also be eligible for short-term or long-term incentive compensation, including, but not limited to, cash bonuses.
The Company is an Equal Employment Opportunity employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law. This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment. Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to their Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because they made a good faith report of discrimination.
