Inside Sales Representative

Forma; Irvine (CA); On-site; USD 72,000 - 80,000; Full time

Benefits offered by this job

Health, dental, vision insurance

Paid vacation and sick leave

FSA and Dependent Care FSA

401(k) plan

Aggressive bonus structure

Job summary

Forma, a Irvine-based CDMO, seeks a proactive sales professional to drive outbound prospecting, qualify leads, and generate meetings with pharmaceutical clients. You’ll research target accounts, coordinate with BD, marketing, and technical teams, and maintain precise CRM records in a fast-paced, autonomous environment.

You will engage with senior leaders, manage long sales cycles, and contribute to building a scalable client pipeline in a dynamic life sciences market.

Qualifications

• Bachelor's degree or equivalent in business, life sciences, marketing, or related field.
• Proven success in inside sales, sales development, or outbound prospecting.
• Ability to generate qualified meetings and opportunities via outbound prospecting.
• Strong research to identify target accounts and decision makers.
• Clear, concise written outreach and communication with leaders.

Responsibilities

• Identify pharma/biotech targets aligned with Forma capabilities.
• Build targeted prospect lists and perform outbound outreach via email, phone, LinkedIn, events.
• Research accounts to understand product, stage, timeline, and decision makers.
• Generate qualified meetings and opportunities through persistent prospecting.
• Qualify inbound/outbound leads and schedule introductory meetings for BD team.
• Prepare account briefs and prospect research to support conversations.
• Maintain CRM records with activity, status, and next steps.
• Collaborate with marketing and technical teams to convert early conversations into opportunities.
• Develop knowledge of Forma's CDMO services and ideal client profiles.

Skills

Inside sales

Sales development

Outbound prospecting

Target account research

Written communication

CRM experience

LinkedIn prospecting

Time management

Education

Bachelor's degree or equivalent experience

Tools

HubSpot CRM

Salesforce

Job description

What We Do

Forma is a next-generation Contract Development and Manufacturing Organization (CDMO) based in Irvine, California. We are focused on oral solid dose drug product development and manufacturing for pharmaceutical and biotechnology clients.

We are an entrepreneurial organization that partners with clients to develop, manufacture, and commercialize pharmaceutical products. Our teams work closely across functions to move programs forward with speed, technical rigor, and strong client service.

Why Forma?

Unlike large, highly layered organizations, Forma operates with a hands-on, execution-driven model. Our teams work closely across functions to solve complex technical and operational challenges, move quickly, and deliver consistently high-quality results.

Employees at Forma are expected to take on meaningful responsibility, collaborate directly with colleagues and clients, and contribute to building scalable systems and processes as the company grows. This is an environment well suited to individuals who value autonomy, accountability, and the opportunity to help shape a growing organization.

Essential Functions And Responsibilities

• Identify pharmaceutical and biotechnology companies whose development or manufacturing needs align with Forma's capabilities
• Build targeted prospect lists and run outbound outreach through email, phone, LinkedIn, industry events, and other appropriate channels
• Research accounts to understand each prospect's product, development stage, timeline, decision makers, and potential manufacturing needs before outreach
• Generate qualified meetings and new business opportunities through persistent, thoughtful prospecting
• Qualify inbound and outbound leads and coordinate introductory meetings for the business development team
• Prepare account briefs and prospect research to support business development conversations and follow‑up
• Maintain consistent follow‑up with prospects throughout long and complex pharmaceutical sales cycles
• Keep CRM records accurate and current, including activity, lead status, next steps, and conversion metrics
• Use outreach and conversion data to continuously improve messaging, targeting, and prospecting strategy
• Partner with marketing and technical teams to turn early conversations into credible commercial opportunities
• Develop a working knowledge of Forma's CDMO services, technical capabilities, and ideal client profiles
• Represent Forma professionally at conferences, trade shows, and industry networking events as needed
• Comply with Forma policies, confidentiality requirements, and applicable business practices
• This job description is subject to change at any time

Requirements

Required Qualifications

• Bachelor's degree in business, life sciences, marketing, business, or a related field, or equivalent relevant experience
• Demonstrated success in inside sales, sales development, business development, or a similar outbound prospecting role
• Proven ability to generate qualified meetings and business opportunities through outbound prospecting
• Strong research skills and the ability to identify target accounts, relevant decision makers, and meaningful business triggers
• Strong written communication skills with the ability to create concise, relevant, and personalized outreach
• Confidence communicating with scientific, technical, operational, and business leaders
• Excellent follow‑through, organization, and attention to detail
• Comfort working independently with limited direction and taking ownership of activity, pipeline creation, and results
• Ability to learn technical services quickly and communicate them clearly
• Ability to work in a well-lit, heated and/or air-conditioned indoor office setting. May require long periods of standing or sitting

Preferred Qualifications

• Previous experience in a CDMO, pharmaceutical services, biotechnology, life sciences, or another technical B2B market
• Familiarity with pharmaceutical development, manufacturing, CMC, or oral solid dose products
• Experience using CRM (e.g. Hubspot, Salesforce) and sales prospecting tools to manage accounts, activity, and pipeline
• Experience prospecting through LinkedIn and other digital sales channels
• An entrepreneurial mindset with the willingness to test new ideas, adapt quickly, and find creative ways into difficult-to-reach accounts
• Strong verbal and written communication skills
• Excellent organizational and time-management skills
• Strictly follows company policy on client and prospect confidentiality

Benefits

Position Benefits

We offer full health benefits, dental, vision, paid vacation and sick leave, FSA, Dependent Care FSA, 401(k), an aggressive bonus structure, and market-competitive salaries to all our employees. In addition, Forma provides employees with a variety of engaging employee and community outreach events.

EOE and Accommodation

We value diversity and are proud to be an Equal Opportunity and Affidavit Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law. Forma provides reasonable accommodation in job application procedures for qualified individuals with disabilities and disabled veterans. If you need accommodation in connection with the recruiting process due to a disability, you may use the alternative methods by emailing [e-mail]. If you are selected to interview for a position, you may also request an accommodation with our team directly.

Notice to Agency and Search Firm Representatives

Forma is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Forma employee by a third‑party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Forma. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral.

Compensation

The expected salary range for this position is $72,000-80,000 annually, depending on experience, qualifications, and overall fit for the role.

The listed salary range represents base compensation. In addition to base salary, this position is eligible for incentive compensation through a performance-based incentive plan. Additional earnings will be tied to established performance targets, including lead generation, successful lead-to-sales conversions, and other key sales objectives.