How You’ll Make An Impact
As a Business Development Representative (BDR), you will be the primary point of contact for prospective clients in the life sciences sector—including pharmaceuticals, biotech, CDMOs, and personal care companies. Your main objective will be to identify, engage, and qualify potential customers who need our specialized, regulatory‑compliant software solutions (e.g., Digital Logbooks, MES – Electronic Batch Records, Cleaning Validation, etc.). You will build a robust sales pipeline and set the stage for Account Executives to close deals.
Key Responsibilities
* Prospecting & Lead Generation/Qualification: Identify and research target accounts within the life sciences industry using tools like LinkedIn Sales Navigator, Co‑Pilot, and our CRM.
* Outreach & Engagement: Initiate contact with potential clients through personalized cold calls, emails, and social selling strategies to generate interest in our software solutions.
* Lead Qualification: Conduct initial discovery and qualification conversations with prospects to understand their current needs, pain points, and regulatory challenges (e.g., GxP, 21 CFR Part 11 compliance/Annex 11). Use qualification frameworks (e.g., BANT, CHAMP) to determine if they are a good fit for our software.
* Meeting Scheduling & Handoff: Schedule qualified meetings and product demonstrations for the Account Executive team, ensuring a seamless transition of information.
* CRM Management & Reporting: Maintain accurate and detailed records of all lead interactions, statuses, and progress in our CRM system (e.g., Dynamics).
* Collaboration & Strategy: Work closely with the marketing and sales teams to refine messaging, optimize outreach campaigns, and provide market insights gathered from prospect interactions.
* Industry Knowledge: Stay current with life sciences industry trends, regulatory changes (e.g., FDA, EMA guidelines), and the competitive landscape to tailor conversations and effectively communicate value.
* Achieve Targets: Meet or exceed monthly and quarterly quotas for qualified leads generated and meetings scheduled.
Required Skills And Qualifications
* 1–2+ years of sales, marketing, or business development experience, preferably within a B2B software or life sciences environment.
* A strong understanding of the life sciences landscape, including key areas such as quality and manufacturing, and the associated regulatory environment (GxP, compliance).
* Exceptional verbal and written communication skills with the ability to articulate complex technical and regulatory information clearly and persuasively to various stakeholders.
* Proficiency with CRM software (e.g., Dynamics/SalesForce), sales engagement platforms, and research tools (Sales Navigator).
* Self‑motivated, resilient, and results‑driven mindset.
* Strong research, analytical, and organizational skills.
* Ability to work independently and collaboratively in a fast‑paced team environment.
* Adaptability and creativity in overcoming objections and tailoring approaches.
Preferred Qualifications
* Degree in a life science discipline (e.g., Biotechnology, Biology, Biomedical Sciences) or a related technical field is highly desirable.
* Previous experience selling regulated software/SaaS solutions.
* European language proficiency.
We welcome applications from people fleeing the situation in Ukraine. If you have the required skills and your status gives you eligibility to work in the country of this job, please apply, and select that you have the right to work, and will not require sponsorship.
Ecolab’s commitment to diversity, equity and inclusion (DE&I) reflects our longstanding value of working together to integrate diverse perspectives to challenge ourselves, reach our goals and do what’s right.
We do not discriminate on the basis of race, religion, color, creed, nationality, citizenship status, sex, sexual orientation, gender identity, genetic information, marital status, age, or disability.
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