Vice President, Business Development Sacramento, California, Remote

The Vice President of Business Development is responsible for bringing in new logos, expanding existing accounts, and driving significant revenue growth. This role combines deep subject matter expertise with enterprise leadership, commercial acumen, and an ability to drive the direction of the client relationship. The VP of Business Development will be accountable for building client trust at the highest levels, originating and converting complex opportunities, and influencing our portfolio strategy by bringing Voice of Customer to the business.

This role will be responsible for establishing business with new key clients and expanding existing accounts in their geography.

• Serve as executive relationship owner and strategic advisor on existing client programs, driving long-range strategy and wallet-share expansion.
• Build and sustain senior leadership relationships across the business, ensuring the company is positioned as a long-term partner with all critical functional partners (Global Heads of Categories, Procurement, Facilities, Lab Operations).
• Lead strategic account planning for current and prospective accounts, contributing to One Source-wide client segmentation and targeting strategies.
• Break into new accounts and establish relationships with new key stakeholders, leveraging industry expertise and insight, presenting alternative operational strategies.
• Exhibits industry experience and thought leadership by external speaking and social media engagements.

• Personally deliver $4M+ in annual net order growth through direct delivery and opportunity origination within named accounts and geography.
• Identify and shape whitespace opportunities, new service offerings, and market entry strategies.
• Lead and guide cross-functional RFP response teams, owning the commercial and pricing narrative from early customer dialogue through proposal submission, including pricing approach, value articulation, and positioning of differentiated, customer-specific solutions that balance competitiveness with internal margin, risk, and governance requirements.
• Collaborate with Sales, Marketing, and Product Managers to develop go-to-market strategies and thought leadership campaigns.
• Sponsor innovative initiatives, programs and new product ideas that enhance the company’s competitive advantage and delivery excellence.

• Represent the client and field needs in cross-functional initiatives and company-wide transformation efforts.
• Acts as a public ambassador for the company through speaking engagements and thought/industry leadership.
• Provide market intelligence and competitive insights to inform go-to-market plans, new service offerings, and growth investment decisions.

• Education: Bachelor’s Degree in Life Science, Engineering, or related discipline (OR a combination of equivalent experience in analytical life sciences, lab operations, and custom-solution based selling).
• Industry Expertise: 15+ years in life sciences, biotech, or technical consulting with a proven track record of executive-level impact and relationship management.
• Strategic Leadership: Demonstrated success leading enterprise-wide, cross-functional initiatives and delivering to dynamic timelines and goals.
• Commercial Acumen: Deep experience in consultative selling, pricing strategy.
• Innovation & Influence: Recognized thought leader with a history of shaping industry discourse and driving innovation.

• High degree of technical competence and creativity.
• At least 50% travel as necessary for business continuity and relationship management.

The annual compensation range for this full-time position is $200,000 to $240,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.