Business Development Associate - Europe East

ONI; Frankfurt; On-site; EUR 134,000 - 187,000; Full time

Benefits offered by this job

Competitive Compensation

28 days annual leave

Private Healthcare

Inclusive Culture

Health Assured

Job summary

ONI is seeking a results-driven Business Development Associate to lead sales across Germany, Switzerland, Austria, Italy and Greece for our Nanoimager technology. You will engage academia, pharma and biotech clients, run end-to-end cycles from lead generation to close, and help shape regional strategy in collaboration with leadership.

The role requires a proven life sciences sales background, the ability to forecast accurately, and frequent on-site meetings with customers.

Qualifications

• Proven track record of selling scientific capital equipment above $150,000 in the life science industry
• Consistent forecasted, met and exceeded sales targets across multiple cycles
• Monitored tender portals to identify opportunities
• Converted cold and warm leads into opportunities
• Met customers on site to establish and grow commercial relationships
• Presented scientifically led solutions to customers in academia and industry
• Balanced and prioritised multiple sales opportunities in parallel
• Captured data and forecasted accurately using CRM
• Strong presentation and written/verbal scientific communication
• Commercial acumen and understanding of capital equipment sales process in life sciences
• BSc degree in a life science or related discipline

Responsibilities

• Identify customers in academia, pharmaceutical and biotechnology industries using tender portals, CRM tools, customer references and other resources
• Owning the sales cycles including lead generation, demonstrations and close of opportunities to meet and exceed the territories
• Working with leadership on development of annual sales strategy, providing input on ways to maximise revenue, efficiency and product opportunities
• Keeping CRM updated with prospective and lost sales opportunities, customer interactions, demonstration outcomes, and market feedback
• Representing voice of customer internally to Marketing and Customer Success teams, providing market feedback to influence strategy and product development

Skills

Capital equipment sales

Life sciences industry

Forecasting

CRM forecasting

Relationship building

Lead generation

Presentation skills

Pricing & contracts

Travel capability

Scientific communication

Education

BSc life science or related discipline

Tools

Salesforce

Job description

Being in sales is a rewarding career. Doing so within Life Sciences where your technology can help improve the lives of millions is even better. Our Business Development Associates at ONI have just that opportunity. And more. We’re working with some of the brightest researchers in Germany, Switzerland, Austria, Italy and Greece to bring our breakthrough Nanoimager technology to their work; work that’ll lead to their own breakthrough discoveries too. Sales roles aren’t much more rewarding than that.

As an established target-hitting life sciences salesperson where the technology you sell is exceptional but still requires a deep understanding of how it will be deployed, and how it fits the wider research being undertaken. You’re used to being ‘out in the field’ but remaining connected to the business. Others know they can rely on your CRM records (in our case Salesforce) to have clear visibility of exactly where customers are in the pipeline. And, of course, your forecasting is renowned for its accuracy regardless of how many opportunities you’re handling.

Reporting to our new Global Director of Sales your focus will be on the Germany, Switzerland, Austria, Italy and Greece territory and your responsibilities are going to include:

• Identifying customers in academia, pharmaceutical and biotechnology industries using tender portals, CRM tools, customer references and other resources
• Owning the sales cycles including lead generation, demonstrations and close of opportunities to meet and exceed the territories
• Working with leadership on development of annual sales strategy, providing input on ways to maximise revenue, efficiency and product opportunities
• Keeping CRM updated with prospective and lost sales opportunities, customer interactions, demonstration outcomes, and market feedback
• Representing voice of customer internally to Marketing and Customer Success teams, providing market feedback to influence strategy and product development

To be successful you’re going to need that strong track record of achieving your sales targets within the Life Science market, with a degree in that subject area. What really sets you apart is your own scientific curiosity and credibility to listen, question and engage with researchers to understand their work and goals. Product pricing means our Nanoimagers are most often classified as ‘capex’ and you’re used to unit sales in the $150,000+ range. The thought of talking with scientists about how they’ll use our technology inspires you - as does their mission - but you’re equally as comfortable talking pricing and commercials with procurement teams.

Essential skills and qualifications

• Successfully pitched and closed sales of scientific capital equipment above $150,000 in value to customers in the life science industry
• Consistently forecasted, met and exceeded sales targets over a number of sales cycles
• Monitored tender portals to identify opportunities
• Converted cold and warm leads to successful sales opportunities
• Met customers in the life science industry on site to establish and grow commercial relationships
• Presented scientifically led solutions to customers in academia and industry
• Balanced and prioritised multiple sales opportunities in parallel and at different phases
• Captured data and forecasted accurately using CRM, ideally Salesforce
• Presentation skills, and written and verbal scientific communication
• Commercial acumen and understanding of the capital equipment sales process in the life science industry
• BSc degree in a life science or related discipline

Desirable skills and qualifications

• Used fluorescence microscopy for scientific investigations, including sample preparation and data analysis

Other requirements

• Attendance at prospect and customer sites, with at least 50% travel across Germany, Switzerland, Austria, Italy and Greece
• Driving licence and suitable insured vehicle

At ONI, we understand that a fulfilling career involves more than just challenging work - it's about enjoying a well-rounded experience. When you become a part of our team, you not only contribute to groundbreaking research but also enjoy a range of benefits designed to enhance your life both inside and outside the workplace.

As an equal opportunity employer, we prioritize fairness and respect, ensuring every team member thrives regardless of their background. But that's not all - our perks include:

Competitive Compensation

We recognise and reward your talent. Enjoy a competitive salary that reflects your expertise and contributions, ensuring your hard work is recognized.

28 days of annual leave

plus local bank holidays and 4 dedicated wellbeing days.

Private Healthcare

Your health matters to us. Access top-notch medical services, ensuring your well-being is in good hands.

Inclusive Culture

Be a valued member of our diverse, inclusive family. Your unique perspective is celebrated here, fostering a culture of mutual respect and understanding.

Health Assured

Your mental health is essential. Access our comprehensive mental health support services for a balanced work-life experience.