Life Science Business Development Manager - (San Diego)

About Meridian
Meridian Bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic products. We are dedicated to delivering solutions that provide speed, accuracy and simplicity, redefining possibilities from discovery to diagnosis.

Job Summary
This position will be responsible for achieving the financial plan for the territory or accounts assigned for the Life Science unit by effectively managing territory and account strategy implementation with key accounts, consultative selling, and providing technical assistance for new and existing customers in molecular and immunological testing. The role maximizes Meridian’s Life Science market share in existing and new accounts and sales opportunities by promoting product growth and managing the sales strategy for the assigned territory.

Key Duties

Develop new accounts and grow existing accounts through strong customer relationships and technical expertise related to immunological and molecular solutions.

Develop and deliver sales strategies and plans required to meet or exceed revenue targets for the region.

Manage all commercial opportunities within a large, high-growth territory.

Deliver sales performance, brand KPIs, financial targets, marketing objectives, and other metrics to meet or exceed goals.

Create pre‑call/visit plans using SMART objectives and execute post-call/visit evaluations to continuously improve sales performance.

Create and maintain Major Account Plans (MAPs) for large, complex customers and target accounts.

Proactively sell and develop growth strategy.

Establish or re‑establish customer relationships by proactively calling and visiting new or inactive accounts.

Use needs‑based & consultative selling techniques to determine product and service needs for new and ongoing accounts.

Effectively handle objections, misunderstandings, and concerns to achieve logical and reasonable calls to action.

Continuously serve customer needs and expectations, building trusted relationships to achieve win‑win agreements.

Execute a call plan that achieves set metrics and optimizes coverage and frequency to key customers.

Maintain up-to‑date metrics for proposals, contracts, conversion rates, and revenues.

Conduct lead generation activities as set by plan.

Contact and visit customers, promote products including sample activities, review and identify strategic direction, problems, and opportunities.

Act as a “champion” for the account base, addressing urgent issues with support from internal resources.

Develop and monitor customer forecasts versus actuals.

Oversee collection of competitor and customer information for maintenance of customer databases.

Key Metrics for Success of the Demand Creation Process

Full pipeline management with Salesforce, including lead conversion and follow‑up within 2 business days.

Sample placement and follow‑up.

Validation support.

Full commercialization support.

Track metrics such as face‑to‑face visits, business reviews, new business meetings, samples, validations, and commercialization of new business assays.

Present business gained and lost.

Quarterly territory reviews to senior leadership.

Identify and close new customers.

Forecast territory with tracked accuracy.

Track total sales and sales growth per territory and by account.

Other Duties and Physical Requirements

Walk several flights of stairs throughout the day in a multi‑location facility.

Adhere to applicable biosafety practices on the manufacturing floor or in laboratories.

Stand, stoop, reach, push, and pull carts throughout the shift.

Analyze and interpret data.

Concentrate and solve problems routinely.

Qualifications

Minimum: Bachelor’s degree.

5‑7 years of sales experience in a Life Science company selling to industry or IVD. Strong business acumen and proficiency with business tools.

Preferred: Master’s, PhD in Biology, Molecular Biology, or MBA/related degree.

Strong experience in genomic services preferred.

Proven sales experience within IVD market segments and a track record with high‑value IVD accounts.

Proactive identification of customer style/behavior and adaptable selling approach.

Proven double‑digit growth track record.

Strategic, consultative, and relationship selling skills.

Experience with CRM pipeline management—Salesforce preferred.

Strong time management and organization skills.

Assess importance of phone calls, emails, documents and take appropriate action.

Maintain strict confidentiality of sensitive data and records.

Advanced closing skills with proven results.

Strategic planning and execution capabilities.

Exceptional interpersonal, organizational, communication skills, integrity, respect for confidentiality, sound judgment and decision making.

Strong written and oral communication skills (clear, concise, honest).

Good analytical and quantitative skills; computer proficiency—MS Office (Word, Excel, PowerPoint).

Outstanding customer service skills.

Collaborate well with internal departments and customers’ technical teams.

Deep understanding of quality management and regulatory requirements.

Required travel: ≥ 50%.

Key Stakeholders

Inside Sales, Customer Service, Production, R&D, QA/RA, Finance, HR, Production Management, Business Leaders.

External stakeholders: vendors, government agencies, customers.

Line Management.

Reports to: Sales Director, North America, Life Sciences.

Compensation Range

$115,000 - $150,000 base + commission.

EEO/AA employer minority/female/disability/veteran. Drug‑free workplace and pre‑employment substance abuse testing (USA Only).

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