What are the responsibilities and job description for the Sales & Business Development Manager position at BioSpace?
This is a player/coach role for a proven commercial leader in the protein raw materials / IVD supply chain space. The Sales & Business Development Manager will personally develop and manage a portfolio of strategic accounts while leading a small inside sales and support team. We are looking for someone who can engage customers right away. The right candidate brings established relationships with procurement and R&D contacts at IVD manufacturers and cell culture media (CCM) producers and has a track record of closing supply agreements with qualified OEM buyers. You will report directly to the CEO and play a central role in Athens’ commercial growth.
Duties And Responsibilities
Outbound Sales & Account Management (Primary Focus)
Personally develop and manage a portfolio of strategic accounts — particularly IVD manufacturers, cell culture media producers, and biotech companies — leveraging existing industry relationships from day one. Drive new customer acquisition through direct outreach, trade show engagement, and referral network activation. Navigate complex, multi-stakeholder sales cycles involving procurement, R&D, quality, and regulatory contacts at OEM customers. Engage credibly on protein specifications, quality documentation (CoAs, lot characterization), supplier qualification requirements, and endotoxin and purity standards. Develop and execute account plans to expand wallet share within existing customer relationships.
Team Leadership
Lead and develop the inside sales and sales support team to ensure responsive customer engagement, accurate quotations, and efficient order management. Set performance expectations, coach team members and track activity and pipeline metrics.
Strategy & Performance Management
Own commercial strategy, pricing, and market positioning. Establish and report on KPIs covering pipeline health, account growth, win/loss rates, and customer retention. Own CRM utilization and data discipline across the commercial team. Lead development of customer-facing materials, campaigns, and product positioning for target markets.
Required Qualifications
3 years of B2B sales experience selling protein-based raw materials, biological reference materials, specialty proteins, or closely related products Established, active relationships with procurement and/or R&D contacts at IVD OEMs, CCM companies, or comparable life sciences manufacturing customers. Demonstrated track record of personally closing supply agreements or OEM raw material contracts. Ability to engage technically with customer scientists and quality teams on protein characterization, purity specifications, endotoxin requirements, CoA interpretation, and supplier qualification processes. Proven ability to manage a commercial team while maintaining a personal book of business. Bachelor’s degree required; life sciences discipline preferred. Willingness to travel domestically and internationally (~25%). Strong communication, negotiation, and organizational skills.
Compensation & Benefits
Athens Bioscience offers a competitive base salary commensurate with experience, a performance-based incentive compensation plan tied to revenue outcomes, and a comprehensive benefits package.
About Athens Bioscience
Athens Bioscience, Inc. (formerly Athens Research & Technology) is a 40 year manufacturer of native human and animal proteins serving the global life sciences industry. Our 170 protein portfolio — including human and animal serum proteins, blood fractions, enzymes, and immunoglobulins — serves as critical raw material inputs for IVD manufacturers, cell culture media producers, and research institutions worldwide.
We manufacture 100% in the USA, hold ISO certifications, with capabilities that support rigorous lot-to-lot characterization. Our Athens Pure™ Immunogen Grade line sets a quality benchmark in the market. Our products have received 2,700 citations in studies published in peer reviewed journals.
Duties And Responsibilities
Outbound Sales & Account Management (Primary Focus)
Personally develop and manage a portfolio of strategic accounts — particularly IVD manufacturers, cell culture media producers, and biotech companies — leveraging existing industry relationships from day one. Drive new customer acquisition through direct outreach, trade show engagement, and referral network activation. Navigate complex, multi-stakeholder sales cycles involving procurement, R&D, quality, and regulatory contacts at OEM customers. Engage credibly on protein specifications, quality documentation (CoAs, lot characterization), supplier qualification requirements, and endotoxin and purity standards. Develop and execute account plans to expand wallet share within existing customer relationships.
Team Leadership
Lead and develop the inside sales and sales support team to ensure responsive customer engagement, accurate quotations, and efficient order management. Set performance expectations, coach team members and track activity and pipeline metrics.
Strategy & Performance Management
Own commercial strategy, pricing, and market positioning. Establish and report on KPIs covering pipeline health, account growth, win/loss rates, and customer retention. Own CRM utilization and data discipline across the commercial team. Lead development of customer-facing materials, campaigns, and product positioning for target markets.
Required Qualifications
3 years of B2B sales experience selling protein-based raw materials, biological reference materials, specialty proteins, or closely related products Established, active relationships with procurement and/or R&D contacts at IVD OEMs, CCM companies, or comparable life sciences manufacturing customers. Demonstrated track record of personally closing supply agreements or OEM raw material contracts. Ability to engage technically with customer scientists and quality teams on protein characterization, purity specifications, endotoxin requirements, CoA interpretation, and supplier qualification processes. Proven ability to manage a commercial team while maintaining a personal book of business. Bachelor’s degree required; life sciences discipline preferred. Willingness to travel domestically and internationally (~25%). Strong communication, negotiation, and organizational skills.
Compensation & Benefits
Athens Bioscience offers a competitive base salary commensurate with experience, a performance-based incentive compensation plan tied to revenue outcomes, and a comprehensive benefits package.
About Athens Bioscience
Athens Bioscience, Inc. (formerly Athens Research & Technology) is a 40 year manufacturer of native human and animal proteins serving the global life sciences industry. Our 170 protein portfolio — including human and animal serum proteins, blood fractions, enzymes, and immunoglobulins — serves as critical raw material inputs for IVD manufacturers, cell culture media producers, and research institutions worldwide.
We manufacture 100% in the USA, hold ISO certifications, with capabilities that support rigorous lot-to-lot characterization. Our Athens Pure™ Immunogen Grade line sets a quality benchmark in the market. Our products have received 2,700 citations in studies published in peer reviewed journals.