• This position plays a critical cross-functional role that combines deep renewable fuels industry expertise with technical acumen to drive value for our customers and our product roadmap. • Act as the subject matter expert during sales cycles for renewable fuels producers. • Collaborate with Account Executives to tailor product demos and presentations to industry-specific use cases. • Participate in customer onboarding, training, and adoption efforts. • Travel to customer sites to support implementations, discovery workshops, and troubleshooting. • Gather, document, and prioritize feature requests and business requirements specific to ethanol production workflows. • Monitor industry trends, regulations, and best practices to inform product strategy and maintain competitive differentiation.

Be the First to Apply Division Piramal Pharma SolutionsPiramal Pharma Solutions is a contract development and manufacturing organization (CDMO), offering end-to-end development and manufacturing solutions across the drug life cycle. We serve our clients through a globally integrated network of facilities in North America, Europe and Asia. This enables us to offer a comprehensive range of services including Drug Discovery Solutions, Process & Pharmaceutical Development services, Clinical Trial Supplies, Commercial supply of APIs and Finished dosage forms. We also offer specialized services like development and manufacture of Highly Potent APIs and Antibody Drug Conjugation. Our capability as an integrated service provider & experience with various technologies enables us to serve Innovator and Generic companies worldwide. For more details, please visit : www.piramalpharmasolutions.com Job Title Director, Business DevelopmentJob Description The individual will be responsible for proactively identifying and building new customer relationships and growing existing biotech accounts for Piramal’s Small Molecule API and Drug Product to deliver year on year sales and pipeline growth. This individual will represent Business Development as a point of contact in a wide variety of settings (including conferences, trade shows, client visits, presentations, etc.)SKILLS AND COMPETENCIES •Understanding of drug substance and/or drug product manufacturing processes •Demonstrated track record to secure new customers, exhibiting a strong close rate •Effective at working with scientists and other customer stakeholders, up to and including C- Suite leaders, to discuss the value proposition of Piramal`s offerings •Understanding of SalesForce.com customer contact management system •Adept at building strong internal network and navigating the organization to optimize influence for ensuring appropriate support levels for territory opportunities •Strong interpersonal and leadership skills •Customer Centric with the ability to build relationships based on trust and long-term commitment. KEY ROLES AND RESPONSIBILITIES: •Responsible for generating new business from new customers and existing accounts through a high level of customer contact including frequent direct customer visits, virtual meetings and extensive networking activities •Demonstrate strategic business awareness of the market and customers in order to differentiate our business from the competition •Effectively promote current technical capabilities and emerging / new technologies as they become available to facilitate generation and closing of new business opportunities •Identify sales opportunities and establish relationships with existing customers to generate future sales, avenues for cross selling and repeat business. Develop and implement strategic plans for key accounts in assigned territory •Contact new accounts and leverage network to map opportunities •Prepare and deliver client proposals in collaboration with Program Managers. Negotiate agreements of sale to close accounts and secure long-term agreements •Interface with supply planning/production functions and export logistics/shipping team to ensure dispatch as per customer time-lines and liaise with regulatory team to meet statutory requirements •Participate in strategy and annual planning meetings. Report out on sales performance and funnel. Develop forecast, budget and track performance •Retain, expand and strengthen client relationships by ensuring high-quality customer service and issue resolution •Manage sales activities on the Salesforce platform QUALIFICATION: •Minimum requirement of a BS/ MS in any Life Sciences (Preferably Chemistry, Pharmacy) PhD and or MBA desired •Preferred experience of 10+ years in the Pharmaceutical industry with knowledge of small molecule API or drug product. •Proven track record in delivering year on year business targets.

• Build a new business pipeline from scratch through outbound, networking, social selling, and industry events • Own the full sales cycle end-to-end: from first contact through to closing deals • Qualify opportunities using a consultative approach (e.g. MEDDIC / Sandler mindset), focusing on real business needs, not just interest • Proactively challenge clients and co-create solutions aligned with their problems and goals • Develop existing client relationships through upsell and cross-sell opportunities • Identify and qualify opportunities aligned with our ICP (SMB 51–500 employees across Western Europe and the US) • Run selective inbound qualification, with a strong focus on new business generation • Act as a trusted advisor by highlighting how shifts in the market (AI, headless, modern web development) create both risks and opportunities for clients • Collaborate closely with Delivery and Engineering teams on scoping, pricing, and proposals • Work with Marketing to provide feedback from client conversations, refine ICP, and shape content direction

We exist to create positive change for people and the planet. Join us and make a difference too! Purpose of the role The Business Development Manager is responsible for driving sales growth by developing new business and expanding existing customer relationships across a defined product suite. This role manages the full sales cycle — from identifying and qualifying opportunities to presenting solutions and securing successful outcomes. The BDM builds a strong understanding of client needs and industry drivers to position how our products and services can deliver measurable value. The role also plays a key part in supporting and mentoring team members, sharing product knowledge and sales expertise to contribute to the overall capability and performance of the business development team. Key Responsibilities & Accountabilities: Sales Process: - Take ownership of commercial relationships with assigned customers, proactively identifying opportunities to expand engagement and increase product uptake across the defined product suite. - Develop new business through targeted outreach, networking, and lead conversion to achieve growth objectives and revenue targets. - Manage the full sales process — from opportunity identification and qualification through to negotiation and close — ensuring customer needs are clearly understood and met through relevant BSI solutions. - Coordinate with internal stakeholders (e.g., scheme managers, lab technicians, and operations teams) to ensure customer requirements are delivered effectively and any issues are resolved promptly. - Maintain and manage a healthy personal sales pipeline (immediate, mid-term, and long-term) using the CRM system to ensure transparency, accuracy, and effective forecasting. - Provide guidance and informal mentoring to Business Development Executives, sharing product knowledge, sales techniques, and best practices to support team capability and performance. Sales Tools: - Manage customers through account and opportunity management to develop solid pipeline. Produce accurate sales forecasts in a timely manner. - Effective use of price book and tools to propose main products and services. - Use relevant sales/product collateral to illustrate how a range of BSI products meet identified customer needs. - Utilise sales tools (Salesforce, internal systems) and ensure accurate record keeping and diary management. Product Knowledge: - Remain up to date with developments in the standards industry and be able explain the standards development process to customers. - Able to apply product features and benefits to customers’ needs in order to win business. Provides solutions to customer needs by applying knowledge of cross sell and bundling opportunities. - Refines sales message by gathering competitor information, prioritising threats, and identifying opportunities. - Establish a strong understanding of the technical aspects of the area of focus, to better support customers through the certification process, and the wider team with knowledge and expertise. Commercial Skills: - Communicates BSI’s value proposition with a comprehensive understanding of how products and services address both current and emerging customer needs within the territory. - Develops and manages opportunities across assigned accounts and new prospects, using CRM and reporting tools to monitor pipeline activity and support effective decision-making. - Maintains professional, courteous, and confident communication with customers and colleagues, adapting language and style to suit audience and context. - Accurately identifies customer requirements, including decision-making processes, budget, competitive positioning, and influencing factors, to shape tailored proposals and uncover future opportunities. - Applies effective questioning and consultative selling techniques to identify up-selling and cross-selling opportunities, presenting a range of solutions aligned to customer needs. - Manages the sales process to timely closure through clear value articulation, negotiation, and agreement on pricing and delivery terms. - Demonstrates proficient application of structured sales methodologies (e.g., Customer Transition, MEDDIC, MEDDPIC, Challenger Model) to progress opportunities efficiently. - Anticipates and manages objections or challenges, engaging relevant internal stakeholders where needed to propose solutions and maintain positive customer relationships. Qualification & Experience: - Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training. - Engineering background - Customers facing experience. Travel requirements: - Travel to clients premises and BSI offices can be required Language requirements: - Fluent in English both written and spoken Knowledge and Experience (e.g. Type, level)： - Demonstrated track record of exceeding sales targets and achieving revenue growth within a B2B environment. - Experience in developing new business while managing and growing existing customer relationships. - Clear understanding and practical application of structured sales methodologies (e.g., MEDDIC, Challenger, Customer Transition). - Proven ability to identify and engage executive-level stakeholders and understand their business drivers. - Awareness of account management principles and ability to apply them to strengthen customer relationships. - Experience working within a KPI-driven, results-oriented commercial environment. - Understanding of relevant industry trends and competitor activity to inform sales approach. - Proficient user of a CRM tool e.g. Salesforce. Skills and Abilities(e.g. Teamwork,IT, Communication,Relationships)： - Strong influencing and persuasion skills, with the ability to establish credibility and trust across all levels of an organisation. - Excellent verbal, written, and presentation communication skills. - Proven ability to lead complex sales conversations and close business-to-business deals. - Highly developed negotiation skills with the ability to reach mutually beneficial outcomes. - Competence in managing the full sales cycle from prospecting through to close and post-sale follow-up. - Effective organisational and problem-solving skills to manage multiple opportunities simultaneously. - Strong analytical and commercial acumen, with the ability to link customer challenges to BSI’s value proposition. - Confidence in using CRM systems and sales tools to manage pipeline visibility and forecasting accuracy. Qualifications(e.g. Technical)： - Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training. - Degree or equivalent professional experience in Business, Sales, Marketing, or a related discipline。 Personal Qualities / Aptitudes(e.g. Initiative, flexibility, commitment, reliability)： - Self-motivated, results-driven, and able to work independently with minimal supervision. - Proactive approach to identifying and pursuing new opportunities. - Collaborative team player who contributes positively to a high-performing sales culture. - Confident communicator who can simplify complex or technical information for a range of audiences. About Us BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society, building trust and enhancing lives. Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments. Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs. Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society’s critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world. BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.