Sales Development Manager

The Center for Aquaculture Technologies Mission Statement:

“To deliver customized solutions that create value and promote sustainability for our clients.”

POSITION SUMMARY

The Sales Development Manager is a critical contributor to CAT’s commercial growth, responsible for developing new business, nurturing long-term client relationships, and positioning CAT’s Next Generation Breeding™ solutions within key aquaculture and life sciences markets. This role manages the full sales cycle, leveraging strong market insight, technical communication skills, and value-based selling strategies to convert opportunities into profitable partnerships. Working closely with operations, R&D, marketing, and leadership, the Sales Development Manager ensures that client expectations are met while advancing CAT’s mission of delivering innovative and sustainable aquaculture solutions worldwide.

KEY RESPONSIBLITIES

Prospecting & Lead Development

1.        Work assigned lists of prospects and qualified leads to grow awareness of CAT.

2.        Lead focused prospecting initiatives to create leads (species, geographies, strategic segments).

3.        Utilize Marketing-sourced MQLs and SQLs from various channels to contact and qualify possible clients and convert them into sales-qualified leads.

Sales Execution & Client Acquisition

1. Identify strategic opportunities within SQLs; deliver technical presentations and prepare tailored quotes and proposals.


2. Organize and document sales activities, meetings, and communications in HubSpot CRM.


3. Report market intelligence to the Marketing Department.

Project Coordination & Client Management

1. Oversee implementation of client projects and campaigns to ensure timely and accurate delivery of services.


2. Facilitate communication between clients and internal teams to manage expectations and project progress.


3. Serve as the primary point of contact for clients; promote retention and loyalty across existing and new accounts.


4. Perform business reviews with clients to align strategic goals for each fiscal year.

Portfolio Growth

1. Identify upselling and cross-selling opportunities within existing accounts.


2. Actively seek new business opportunities and develop strategies to grow the client portfolio.


3. Provide monthly reporting on:

o   Qualified leads created

o   Quotes/proposals issued

o   New customers onboarded

o   Closed opportunities

Cross-Functional Collaboration

1.        Collaboration With Internal Teams

o   Collaborate effectively with Laboratory Operations, R&D, Genetic Scientists, Marketing, Customer Success, Finance, and Quality teams to ensure accurate project scoping, pricing, proposal development, and service delivery.

o   Maintain current understanding of CAT technologies to translate complex scientific information into clear commercial messaging, supports targeted marketing initiatives, provides market intelligence, ensures seamless client onboarding and handoffs, aligns operational feasibility with client expectations, and upholds CAT’s quality and regulatory standards across all communications and commitments.

2.        Collaboration With Leadership & Strategic Planning

o   Support senior leadership with market intelligence, competitive assessments, and emerging opportunity analysis.

o   Participate in strategic planning discussions focused on global expansion, portfolio development, and customer engagement frameworks.

3.        Collaboration Across Time Zones & Cultures

o   Collaborate effectively with colleagues and clients in multiple regions, adjusting communication style, timing, and approach as needed.

o   Demonstrate cultural awareness and professionalism with international partners.

ESSENTIAL SKILLS

Time Management

Demonstrated ability to organize tasks, manage competing priorities, meet deadlines, and maintain consistent productivity.

Prospecting

Strong prospecting skills with a proactive, hunter-oriented approach to identifying, contacting, and engaging potential customers. Effective in social selling, outreach, and active listening.

Service & Product Demonstration

Delivery of clear, engaging product demonstrations/presentations to prospective clients that showcase CAT’s capabilities and build credibility and trust. Comfortable speaking in public or technical forums.

Product Knowledge

Capable of effectively communicating CAT’s offerings by providing clients with the information necessary to understand value, differentiation, and applicability to their needs, thereby supporting informed decision-making.

Value-Based Selling

 Skilled at articulating the benefits, outcomes, and business impact of CAT’s solutions rather than focusing solely on features or pricing.

Closing & Negotiation

Competent in navigating complex sales scenarios with prospects and clients by applying effective negotiation and closing techniques to advance opportunities.

Professional Traits

Demonstrates strong active listening, effective communication, anticipation of customer needs, relationship building, public speaking, persuasiveness, honesty, empathy, conflict management, and adaptability.

CORE POSITION REQUIREMENTS

Confidentiality & Data Protection

1. Safeguard all client, employee, scientific, and proprietary information in accordance with GDPR, CCPA, contractual obligations, and international data-privacy laws.


2. Ensure secure handling of sensitive commercial information, laboratory data provided for quoting or scoping, and client materials exchanged during the sales process.


3. Maintain discretion and uphold CAT’s confidentiality and data-protection standards when interacting with clients, partners, and external stakeholders.

Business Travel & International Conduct

1.        Travel domestically and internationally (25–50% or more), often for multi-day periods at client sites, hatcheries, labs, conferences, and partner facilities.

2.        Comply with all laws, business customs, and CAT travel policies, including ethical conduct rules, accurate expense reporting, and anti-bribery standards (FCPA, UK Bribery Act).

3.        Exercise professional judgment and cultural sensitivity in all international engagements.

4.        Immediately report any safety, security, or ethical incidents encountered during travel.

Communication & Documentation

1. Communicate with clarity, discretion, and strategic intent across all levels of the organization.


2. Represent the Company professionally in written, verbal, and public communications.


3. Produce documentation and correspondence that is precise, well-reasoned, and error-free.


4. Foster transparent, timely communication that supports informed decision-making.

Finding Solutions

1. Approach challenges with a solutions-oriented, enterprise-wide perspective.


2. Seek clarity through active listening and informed questioning.


3. Use sound judgment, data, and cross-functional insight to find resolutions.

QUALIFICATIONS

1.        2–5 years of previous sales experience AND

2.        Understanding of or current experience within the aquaculture industry OR

3.        Scientific background in animal sciences, biology, molecular biology, or related discipline.