Business Development Representative – Digital Software Sales

Job Description

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 dynamic life sciences sector (pharmaceuticals, biotech, CDMO’s 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 be crucial in building a robust sales pipeline and setting 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.

• SaaS experience

• A strong understanding of the life sciences landscape, including key areas like 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 both 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

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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.

About Ecolab:

At Ecolab, we prioritize our talent-first philosophy by creating the most capable and diverse team to excel at our nearly three million customer sites. Building on a century of innovation, our 48,000 associates help deliver comprehensive science-based solutions, data-driven insights and world-class service to advance food safety, maintain clean and safe environments, and optimize water and energy use, and improve operational efficiencies and sustainability for customers in the food, healthcare, life sciences, hospitality and industrial markets in more than 170 countries around the world. Our solutions not only enhance operational efficiency but also contribute to sustainability and public health, making a positive impact on the world. We are committed to eliminating unnecessary complexities and embracing a beginner’s mindset, continuously seeking new perspectives and innovative solutions to stay ahead in a rapidly changing world.

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.

Apply today and join one of the most ethical companies with over a hundred years of history.

Join Ecolab and help us protect what’s vital.