Business Development Manager

Locus AG

Seattle, Northern (WA, KY)

Hybrid

USD 110,000 - 140,000

Full time

6 days ago

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Benefits offered by this job

Medical/Dental/Vision

401(k) with company match

Volunteer hours

Floating holidays

Tuition assistance

Job summary

Locus Ingredients, a remote-based role in the United States, is seeking a senior Business Development professional to drive revenue across specialty chemicals and surfactants. You will manage full sales cycles, from prospecting to close, while coordinating with R&D and operations to align specifications with customer needs.

The role demands a strong background in industrial sales, deep technical insight, and experience with major CRM and prospecting tools.

Qualifications

Industrial sales experience with a track record of meeting quota.
Technical background to translate customer needs into specifications.
Formal training in consultative or challenger selling.
Experience using major prospecting tools and CRMs.
Willingness to travel up to 50% as required.

Responsibilities

Drive revenue by developing new prospects and expanding existing accounts.
Manage and accelerate opportunities pipeline from discovery to close.
Coordinate with R&D, operations, and procurement to shape specifications.
Lead front-end engagement and present technical solutions to customers.
Maintain accurate CRM data and contribute to strategic planning.

Skills

Industrial sales experience

Quota attainment

Negotiation

Education

BS in Chemistry/Physics/Biochemistry/Engineering

MS/PhD or MBA preferred

Tools

Salesforce

Microsoft Dynamics

HubSpot

6sense

Apollo

ZoomInfo

Job description

Business Development Manager

Seattle, WA, US

2 days ago Requisition ID: 1023

Who WE are…

Locus Ingredients produces high-performance, USDA-certified biosurfactants for companies developing higher performing, more sustainable consumer and industrial products. Backed by patented technology and 100% U.S.-based manufacturing, Locus Ingredients supports customers seeking superior performance without compromising sustainability. As demand for bio-based formulations continues to grow, this team plays a key role in scaling next‑generation ingredients for global brands in diverse markets and applications.

What you’ll be doing:

The Sr. Account Executive (or Business Development Manager) is responsible for driving commercial revenue through developing new prospects, managing & accelerating the opportunities pipeline, and supporting & expanding with existing customers.

Locus Fermentation Solutions is hiring a senior commercial leader to grow revenue across specialty chemical and surfactant markets on a national basis. You'll run the full sales cycle from discovering unmet needs and shaping specifications, through pilots, negotiation, and close, with a mix of new‑logo hunting and expansion inside existing accounts. Success in this role means turning technical conversations with R&D, operations, procurement, and senior leaders into specified, recurring business.

Compensation includes a competitive base salary plus variable incentive tied to commercial performance.

Location: Remote

Key Responsibilities:

Pipeline & prospecting

Research target markets and build a pipeline of prospects, collaboration partners, and early adopters aligned to Locus's strategy.
Use public and commercial intelligence, including prospecting tools, to refine market approach and prioritize accounts.
Leverage your network and cold calls as needed to keep a strong, steady pipeline of opportunities.
Monitor competitor activity, pricing moves, and new-product launches, and feed that intelligence into account strategy.
Own front-end customer engagement: discover unmet needs, map buying processes, and influence specification decisions across procurement, R&D, operations, and executive sponsors.
Interact directly with customer technical teams to drive adoption of Locus products and technologies.
Maintain a high cadence of in‑person customer engagement.
Prepare and deliver technical presentations tailored to each account's operations, positioning Locus products as solutions to specific customer challenges.
Drive specification wins from initial contact through hand‑off — lead evaluation processes, steward pilots and trials, and secure adoption.
Channel voice‑of‑customer insights, including unmet needs, formulation gaps, application feedback, back to R&D, Product, and Marketing to shape pipeline and positioning.

Deal execution

Lead the full sales cycle from opportunity identification through contract negotiation and close.
Manage pricing and margin within commercial guidelines, defending and growing margin on key accounts.
Manage contractual relationships, including supply contracts and Master Service Agreements — track expirations, renewals, and compliance with existing terms.

Account operations & forecasting

Own an accurate rolling sales forecast and deliver against assigned revenue and growth targets.
Capture all sales activity and customer interactions in CRM.
Prepare business and sales reports, call reports, key account plans, budgets, travel schedules, and customer meeting materials.
Represent Locus at tradeshows and industry events, partnering with technical and marketing teams.

Qualifications & Requirements

BS in Chemistry, Physics, Biochemistry, or an Engineering discipline, or commensurate technical experience. MS or PhD in technical discipline or MBA preferred.
Minimum 8+ years of industrial sales experience in specialty chemicals.
Demonstrated track record of meeting or exceeding quota and closing complex, multi‑stakeholder specification deals.
Formal training in Consultative, Solution, or Challenger selling.
Hands‑on experience with prospecting tools such as 6sense, Apollo, or ZoomInfo.
Working knowledge of a major CRM platform (Salesforce, Microsoft Dynamics, HubSpot, or similar).
Ability to travel 25%, up to 50% as business requires, including national coverage.

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Prolonged periods of sitting at a desk and working on a computer, including use of CRM systems and virtual communication tools.
Frequent use of hands and fingers for typing, writing, and handling standard office equipment.
Ability to communicate clearly in person, via phone, and through virtual platforms.
Ability to travel up to 50% as required, including extended periods of driving, air travel, and time spent in airports or customer locations.
Ability to stand, walk, and move throughout customer facilities, including offices, laboratories, and industrial production environments.
May occasionally be required to lift and carry materials such as presentation equipment, samples, or marketing materials (typically up to 25 pounds).
Hybrid work environment consisting of remote/home office work, customer site visits, and occasional time at company facilities.
Regular travel to customer locations, which may include corporate offices, research & development labs, and manufacturing or industrial production sites.
Exposure to varying environments during customer visits, including laboratory and production settings that may require the use of personal protective equipment (PPE) such as safety glasses, lab coats, hard hats, or steel‑toe shoes.
Fast‑paced, results‑driven commercial environment with frequent deadlines and performance targets.
High level of interaction with internal teams (R&D, Operations, Marketing, Leadership) and external stakeholders (customers, partners, vendors).
Participation in trade shows, conferences, and industry events, which may require extended periods of standing and networking.