Principal Business Development Manager CMTS Testing Services

Job Description

Overview

Join our Emerging Business Unit as Principal Business Development Manager CMTS Testing Services. This full time permanent position is field based, requiring 50% or more travel to customers worldwide, initially focused on the EMEA region. Candidates living near Glasgow or surrounding areas are preferred, though those from other UK regions are considered.

Responsibilities

• Identify, pursue and win high value, complex strategic opportunities across key markets and accounts by uncovering unmet needs, latent demand, and innovation driven use cases.
• Design end to end workflows and advanced technical concepts that directly influence customer decision pathways, operational processes, and regulatory considerations.
• Lead competitive differentiation and high stakes deal shaping by synthesizing deep technical, application, and market insights to construct compelling value creation narratives that maximize our win rate.
• Guide commercial strategy with Central Sales by defining technical and functional requirements that determine solution configuration, pricing logic, and deal construct for strategic opportunities.
• Shape the market and the portfolio by identifying trends, innovation points, and customer driven signals that influence product strategy, roadmap decisions, and market positioning.
• Drive early adoption and lighthouse success by embedding solutions into critical workflows, resolving escalated technical barriers, and enabling a seamless handover to Central Sales for scaling.
• Provide technical input to Central Sales, Business Unit stakeholders (e.g. PM, other BU Tech Sales roles) and Legal on the technical sections of contract terms and conditions to ensure technical feasibility, clear scope definition, reduced delivery risk, and alignment with customer workflows, without assuming commercial ownership.

Qualifications

• Master’s in Biology, Biotechnology, Biochemistry, Molecular Biology, Immunology, Genetics, Chemistry, Virology or related disciplines. PhD is a major plus.
• 7+ years of sales experience in the pharmaceutical or biotechnology industry, ideally with a CRO background focusing on selling scientific testing services related to cell banking.
• Experience in new business development, growing and maintaining customers, and developing and monitoring sales pipeline.
• Proven hunter who demonstrates success winning high value, complex, and competitive opportunities with exceptional technical depth across the entire Business Unit product portfolio.
• Outstanding expertise in workflow design, regulatory (GxP) and process considerations, and advanced application optimization.
• Exceptional communication, consultative selling, and cross functional collaboration skills across executive, technical, and operational stakeholders.
• Proficiency in CRM systems and structured sales processes, with strong documentation discipline.
• Willing to travel >50% as this role is heavily focused on external customers.
• Candidate must have the right to work in the UK.

Benefits

• Personal and Professional Development: Mentoring, leadership programs, internal seminar offerings.
• Comprehensive onboarding, including a virtual online platform.
• Mutual support, team spirit and international collaboration; communities on numerous topics such as coaching, agile working and businesswomen network.
• 35 hour working week, 29 days annual leave plus public holidays.
• Annual option to buy, sell or carry over annual leave.
• Free parking on site; free hot and cold drinks.
• Regular social events.
• Private Medical Insurance, Private Dental Insurance, Group Life Assurance, Travel Insurance (Employee Paid).
• Salary sacrifice health assessment service, cycle to work scheme, planning ahead for your future group personal pension plan, group income protection.