Formulation Specialist - Excipient Sales Development (San Francisco Bay Area)

Work Location: Burlington, Massachusetts
Shift:
Department: LS-PS-ACP PFM Customer Application
Recruiter: Paul Therrien

This information is for internals only. Please do not share outside of the organization.

Role is based in San Francisco Bay Area with a territory of Northern California, WA, OR, and CO.

Your Role:

We are seeking a dynamic, customer-focused Technical Application Specialist – Excipients Sales Development to drive growth through scientific engagement and application expertise for our portfolio of differentiated excipients used in pharmaceutical formulation (large and small molecules) resulting in achievement of revenue targets.

In this hybrid technical-commercial role, you will serve as both a scientific consultant and business driver, engaging formulation scientists, R&D teams, and decision-makers to translate customer needs into product solutions. You will collaborate across functions—Customer Applications, Sales, Product Management, and R&D — to accelerate business opportunities and enhance customer success through high-impact engagements, technical seminars, and application-based solutions. You can expect domestic travel of 50% within assigned territory.

Key Responsibilities:

• Achieve sales targets by collaborating with the sales and product management teams to qualify, pursue, propose, negotiate and close customer opportunities.
• Increase opportunity win rate by driving New Product Introduction and Competitive Conversion initiatives.
• Establishing new relationships with formulation scientists, regulatory & quality experts, and decision makers; growing existing relationships and ensuring effective communication of the scientific and value-drive advantages of our portfolio of excipients.
• Partner with Account Managers to develop and execute Hunting Opportunity Concepts, driving the short and long-term growth of our business by identifying and developing new business opportunities.
• Lead technical consultations and seminars that highlight the value to the customer for both small and large molecule formulations.
• Maintain up-to-date knowledge of regulatory guidelines, industry trends, and emerging technologies in drug product formulation.
• Work internally across Customer Applications, Field Marketing, Modalities, Product Managers, R&D teams to influence portfolio direction and enhance customer value delivery.
• Monitor competitive landscape and emerging customer needs to drive strategic positioning and differentiated solutions.
• Bring customer and market intelligence back to internal teams to help shape product positioning, competitive strategy, and innovation pipelines.

Success Metrics:

• Achievement of revenue targets through conversion of opportunity development into wins.
• Execution of customer trials, resulting in New Product and Competitive Conversion wins.
• Pipeline robustness through continuous high-value demand generation.

Who You Are

Minimum Qualifications:

• Bachelor’s degree in Pharmaceutical Sciences, Industrial Pharmacy, or related discipline.
• 5+ years of relevant experience in formulation, excipients, or pharmaceutical product development within the life sciences or biopharma industry.
• 2+ years in a customer-facing technical or commercial role (e.g., sales, technical applications, business development).
• Strong knowledge of formulation principles for biologics and small molecules, including excipient functionality and regulatory considerations.
• Excellent communication, presentation, relationship-building, storytelling, and influencing skills.

Preferred Qualifications:

• Advanced degree in a relevant field, e.g. Industrial Pharmacy, Pharmaceutical Science.
• Experience with cGMP drug product development, manufacturing, and downstream processing.
• Proficient in CRM systems and digital tools; strong analytical skills.
• Business and/or marketing experience is a plus.
• Customer-centric with an entrepreneurial and proactive mindset.
• Strong scientific curiosity and questioning skills.
• Agile, organized, and adaptive to dynamic priorities in cross functional environments.

Pay Range for this position: $100,400 - $167,300​

The offer range represents the anticipated low and high end of the base pay compensation for this position. The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors. Position may be eligible for sales or performance-based bonuses. Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites. For more information click here.

The Company is an Equal Employment Opportunity employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law. This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment. Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to their Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because they made a good faith report of discrimination.