Position Summary
We are looking for a commercially driven and strategically minded Senior Sales Executive to lead business development and commercial execution for our growing Contract Development and Manufacturing Organization (CDMO). This is a high-impact role that combines sales leadership with strategic ownership of our go-to-market approach, value proposition development, and pricing strategy. You will play a pivotal role in shaping where we play, how we win, and how we price and communicate our value to customers across food, biotech, and industrial sustainability markets.
Key Responsibilities
Commercial Strategy & Market Development
- Define and execute the company's commercial strategy in alignment with core capabilities and growth goals.
- Apply structured strategic frameworks such as Where to Play / How to Win to guide market entry, positioning, and customer targeting.
- Drive focused commercial strategies in niche B2B segments, particularly wellness, specialty nutrition, and industrial applications.
- Conduct competitive benchmarking and opportunity assessments to inform strategic decisions.
- Act as a strategic navigator, balancing growth, pricing, and profitability.
Value Proposition Development & Pricing Strategy
- Lead the development and validation of differentiated value propositions tailored to key customer segments.
- Collaborate cross-functionally to align customer needs with technical capabilities in fermentation and biomanufacturing.
- Own pricing strategy development, ensuring it reflects customer value, internal cost structure, and market dynamics.
- Present as a trusted advisor who understands the full CDMO value chain and can guide clients through complex decisions.
Sales Execution & Account Management
- Own the full commercial cycle-from prospecting and qualification to proposal, negotiation, and closing.
- Maintain a strong sales pipeline and deliver accurate forecasts and insights on conversion.
- Manage relationships across all levels of customer organizations, including mid-to-senior stakeholders.
- Identify upsell opportunities and cultivate long-term partnerships with strategic accounts.
- Ensure sales strategies are rooted in both commercial and technical understanding, with support from process and project engineering teams.
Cross-Functional Collaboration & Leadership
- Represent commercial interests in internal planning around capacity, process development, and project evaluation.
- Provide leadership in cross-functional project teams by actively involving relevant technical stakeholders in proposals and pitches.
- Participate in go/no-go decision-making with a balanced view of technical feasibility and commercial potential.
- Serve as the face of the company in industry events, leveraging a strong network across food tech, biotech, F&F, chemicals, and other adjacent sectors.
Qualifications & Experience
- Bachelor's degree in Life Sciences, Biochemistry, Chemical Engineering, or related technical field MBA or equivalent business education preferred.
- Minimum 8 years of B2B commercial experience, with at least 3 years in a senior commercial or sales leadership role.
- Proven success in CDMO, biotech, or adjacent industries (e.g. F&F, food ingredients, chemicals) with strong exposure to fermentation or biomanufacturing.
- Strong commercial acumen with the ability to balance growth goals, pricing strategy, and profitability.
- Demonstrated experience building and executing strategies in niche, innovation-driven markets.
- Technical fluency in fermentation/biomanufacturing processes to translate customer needs into feasible solutions.
- Strong stakeholder management skills, with the ability to engage technical and executive-level decision-makers.
- Deep industry network and ability to tap into opportunities across food tech, wellness, industrial biotech, and other parallel sectors.
- Hands-on leadership style with a collaborative mindset, especially when working with technical teams to deliver proposals and solutions.
What We Offer
- A mission-driven team at the forefront of sustainable biomanufacturing
- Autonomy to shape and lead commercial strategy in a growth-stage company
- Competitive compensation package with performance-based incentives
- Opportunity to work with global biotech innovators across food, ingredients and materials
