• Manage our current sales pipeline and the development of new business opportunities. • Create proposals and presentations for new business • Collaborate closely with our account managers, our marketing team, and our industry partners • Monitor and evaluate industry trends and customer needs and surface these to account managers and the leadership team. • Contribute to the success of our EvolveDigital event series and other marketing activities and align our sales strategy with these activities • Keep an eye on industry trends, competitors, and new opportunities that align with our client needs and expertise

• Identifying, qualifying, and securing business opportunities; developing customized targeted sales strategies. • Building business relationships with potential clients. • Understanding client needs and offering solutions and support; answering potential client questions and follow-up call questions; responding to client requests for proposals (RFPs). • Collaborating with leadership to secure, retain, and grow accounts. • Creating informative presentations; presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences. • Creating and maintaining a list/database of prospect clients; maintaining a database (HubSpot, CRM, Excel, etc.) of prospective client information. • Cold calling, emailing, linkedin messaging; making multiple outbound reachouts to potential clients; closing sales and working with the client through the closing process. • Meeting all quotas for cold, active, and inactive calls, appointments, and interviews; meeting or exceeding annual sales goals. • Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.

• Prospecting and lead generation: Aggressively hunt, identify, and research potential clients across academia, bio/pharma, biotech, and industry. • Conduct proactive outbound prospecting activities, including cold calling, email outreach, tradeshows and regional events. • Qualify leads based on their needs, budget, and purchasing authority. • Nurture relationships through regular follow ups and engagement. • Closing business: Develop and maintain a robust sales pipeline of qualified opportunities. • Manage opportunities closely, provide strong forecasting updates, and deliver accurate insights into revenue and adoption. • Track and prioritize opportunities to ensure timely and efficient sales cycles. • Create and execute effective sales strategies to close capital deals, exceed sales targets, drive consumable revenue growth. • Negotiate pricing, terms, and contracts with clients to ensure mutually beneficial agreements that achieve optimal outcomes for both parties.

• Manage BPM’s inbound team as a “player-coach” by balancing direct revenue ownership with team enablement, process improvement, and performance oversight • Meet or exceed sales quotas and KPIs • Research prospective clients to determine strategic fit, existing firm connections and possible opportunities • Qualify inbound leads and follow up on marketing campaigns • Run effective qualification calls and manage subsequent interactions • Provide internal coaching and day-to-day guidance for inbound team members • Collaborate with marketing on process improvements • Own the full inbound sales lifecycle through close, coordinating internally and externally on priorities, timelines, and required actions • Understand client needs & propose appropriate solutions with an eye toward multi-service engagements where appropriate • Maintain accurate records in BPM’s CRM system, Salesforce • Analyze inbound customer trends and market signals and provide actionable insights to inform firm growth strategy • Prepare quotes, proposals and contracts in conjunction with service line experts • Support leadership reporting and decision making by assisting with inbound proposals, performance analysis, and ad hoc reporting as needed