Market Development Specialist

Cryoport Systems is the life science industry’s most trusted provider of supply chain solutions for temperature-sensitive materials, serving biopharmaceutical, IVF and surrogacy and animal health organizations around the world. Cryoport Systems' proprietary Cryoport Express® shippers, Cryoportal® Logistics Management Platform, leading-edge Smartpak™ Condition Monitoring System and geo-sensing technology paired with unparalleled logistics expertise and 24/7/365 customer support, make Cryoport Systems the end-to-end temperature controlled supply chain partner that you can trust.

PRIMARY RESPONSIBILITES (include but are not limited to):

• Execute outbound and account-based lead generation tactics for target segments within Biopharma, Animal Health, and Reproductive Medicine in alignment with market development strategies and campaigns.

• Identify potential leads through various channels, including online research, external resources, industry databases, and social channels.

• Conduct market and account research to identify new logo and expansion opportunities, including mapping additional stakeholders within existing accounts.

• Construct and manage targeted prospecting lists that align with market, segmentation, and persona targets using available databases and tools.

• Drive the lead generation funnel through a multi-channel lead acquisition and conversion strategy (can include nurturing email campaigns, market research, social media networking, cold calling, etc.)

• Create compelling lead generation programs that attract, engage, educate, and nurture prospects in strategic markets through every step of their customer journey.

• Serve as initial point of contact for inbound and marketing-generated leads, conducting timely outreach via phone, email, and/or social channels to qualify interest, fit, and intent.

• Apply defined qualification criteria (ex: persona, segment, fit, engagement, etc.) to determine lead qualification status and route leads to BDs according to established SLAs.

• Perform lead research to identify information relevant to successful conversion and log and relay pertinent details with appropriate BD team member.

• Maintain accurate and complete lead, contact, and account information within CRM and prospecting lists to ensure data hygiene, compliance, and traceability across the funnel.

• Amplify qualified leads, opportunities, and pipeline to meet or exceed growth targets across all markets and segments.

• Achieve target volumes in lead generation across channels and enhance lead quality, as measured by the conversion of Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs) or segmentation/persona aligned metrics.

• Significantly contribute to pipeline growth in terms of volume and value, focusing on lead-to opportunity conversion rates and time to conversion.

• Support ongoing test-and-measure experiments (ex: audience, subject lines, messaging, CTA, etc.) to systematically improve lead quality and conversion performance. 

• Collaborate with market development, strategy, product marketing, and BD teams to provide field level feedback on messaging, campaigns, sales enablement materials, and lead trends to ensure alignment with market needs and personas.

• Stay current on industry trends, competitors, and best practices in lead generation within the life sciences and temperature-controlled supply chain industries.

COMPETENCIES & PERSONAL ATTRIBUTES:

• Experience in lead generation, marketing, and sales

• Excellent communication and interpersonal skills

• Ability to work independently and as part of a team

• Strong organizational and time management skills

• Ability to meet deadlines consistently

• Proficiency in using lead generation tools and software

• Proven track record of successful lead generation and sales

• Collaborative, outgoing personality that embraces the culture of Cryoport

• Passion for, and alignment with Cryoport's mission

• A change agent and strong collaborator who is not afraid of challenging status quo  

• An individual who brings strong core values, quality, ethics, and integrity

• A collaborative team player who embraces and champions the culture  

• Strong work ethic and ability to deliver results and meet commitments in a dynamic environment

• Exceptional and dynamic communications skills with the ability to inspire and influence people at all levels, build consensus and commitment, and effectively drive change throughout the organization at a rate that fits the corporate culture • Demonstrates a business process orientation to developing solutions

QUALIFICATIONS AND EDUCATION REQUIREMENTS:

• Bachelors degree in Marketing, Business Administration, Life Sciences, or related field

• 2+ years of lead generation and sales experience, preferably in the Biopharmaceutical industry

• Knowledgeable in lead generation, email, lead scoring, nurturing programs, segmentation and targeting

• Familiarity with CRM and marketing automation systems, experience with Salesforce and Pardot preferred

• Proficient in Office 365 (Word, Excel, PowerPoint, SharePoint and Teams)