The BSS will own strategic opportunity development in the assigned territory, build multi-level relationships with technical and commercial stakeholders, and collaborate with BAM/Inside Sales, Field Applications, Product Management, Marketing, Customer Service, Operations, and Quality to accelerate funnel creation, shorten sales cycles, and improve customer outcomes.
Sales & Business Development
- Drive revenue growth and funnel development for KrosFlo small scale TFF systems, including KR2i, FS-15, KMPi, FS-500 and related RPM-enabled configurations.
- Develop and execute territory and account plans for [Insert Location / Territory], prioritizing whitespace, strategic accounts, active opportunities, and consumables pull-through.
- Identify customer needs across process development, scale-up, UF/DF, concentration, diafiltration, and process intensification workflows; position Repligen solutions accordingly.
Technical & Domain Expertise
- Apply deep understanding of TFF, UF/DF, hollow fiber and flat sheet cassette applications, flow paths, filters, automation, and process control to shape customer solutions.
- Explain how KrosFlo systems provide modular, plug-and-play configurability through components such as KF Comm 2 software, scales, sensors, auxiliary pumps, Konduit, ABV, and integrated process monitoring.
- Connect system selection to customer process volume, pressure, flow-rate, membrane area, filter format, and scale-up needs across KR2i, FS-15, KMPi, and FS-500.
Strategic Customer Engagement
- Build multi-level relationships with process development, manufacturing sciences, operations, procurement, quality, and leadership stakeholders.
- Lead qualification discussions that clarify technical requirements, success criteria, decision process, procurement pathway, budget, timeline, and key buying influences.
- Create a compelling value proposition around process efficiency, reproducibility, automation, data visibility, reduced manual intervention, and improved process confidence.
Opportunity Management & Sales Rigor
- Maintain a healthy multi-quarter Salesforce funnel with clear next steps, opportunity stage discipline, close plans, risk mitigation, and accurate forecasting.
- Prospect proactively and strategically, using territory plans, install base insights, lead follow-up, customer workflow triggers, and competitive displacement opportunities.
- Lead structured deal reviews, pre-mortems, and post-win learnings to increase win rate and share best practices across the commercial organization.
Cross-Functional Collaboration
- Orchestrate internal resources across BAM/Inside Sales, FAS, Product Management, Marketing, Customer Service, Service, Operations, and Quality to support complex customer opportunities.
- Act as a bridge between the field and headquarters by translating voice-of-customer feedback into actionable insights for product roadmap, applications support, enablement, and commercial execution.
- Partner with FAS and applications experts to determine when on-site demos, in-house demos, video demos, or applications support are required.
Enablement & Indirect Leadership
- Serve as a subject matter resource for peers, BAM/Inside Sales, and cross-functional teams on KrosFlo TFF positioning, qualification, competitive differentiation, and opportunity development.
- Contribute to onboarding, playbooks, sales tools, training, and best-practice sharing that improve commercial consistency and customer experience.
- Model CRM discipline, preparation rigor, customer follow-up, and cross-functional accountability consistent with Repligen’s sales operating mechanism.
Reporting & Market Intelligence
- Provide regular sales reports, forecasts, market observations, competitive insights, and customer feedback to commercial leadership.
- Monitor market, regulatory, technology, and competitor trends in TFF, UF/DF, automation, single-use systems, and process analytics to inform territory strategy.
Qualifications
- Bachelor's degree in Bioprocessing, Biotechnology, Chemical Engineering, Biochemistry, Life Sciences, Engineering, or related discipline; advanced degree preferred.
- Typically 7+ years of related commercial, technical sales, applications, or bioprocessing experience; or 5+ years with a Master’s degree; or PhD with 2+ years; or equivalent experience.
- Demonstrated success selling complex bioprocessing technologies, capital equipment, consumables, automation, filtration, or related workflow solutions.
- Strong understanding of downstream processing, TFF, UF/DF, process development, scale-up, and single-use bioprocessing workflows.
- Ability to translate technical requirements into a commercial value proposition and build compelling business cases for multi-stakeholder buying groups.
- Proven ability to build and manage pipeline, forecast accurately, and execute disciplined territory, account, and opportunity plans.
- Strong communication and presentation skills with the ability to engage scientific, technical, operational, procurement, and leadership audiences.
- Willingness to travel within [Insert Location / Territory] to meet customers, support demos, participate in account strategy sessions, and attend industry events.
