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.
Our mission is to inspire advances in bioprocessing as a trusted partner in the production of biologic drugs that improve human health worldwide. Focused on cost and process efficiencies, we deliver innovative technologies and solutions that help set new standards in bioprocessing. The estimated base salary range for this role, based in the United States of America is $136,000-$195,000. Compensation decisions are dependent on several factors including, but not limited to an individual's qualifications, location, internal equity, and alignment with market data. Additionally, employees are eligible to participate in one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits such as paid time off, health/dental/vision, retirement benefits and flexible spending accounts. All compensation and benefits information will be confirmed in writing at the time of offer.