Business Development Manager – Europe

Location: Western Europe (remote/hybrid; preferably near a major biotech/diagnostic hub). Territory: EU + associated European markets. Reports to: Head of EMEA Commercial and WW distributors.   About Pillar Biosciences Pillar Biosciences is a global leader in molecular diagnostics and next-generation sequencing (NGS) solutions. Our oncology portfolio supports precision medicine through clinically validated panels and companion diagnostics that enable accurate detection of actionable alterations across solid tumors and hematologic malignancies. Pillar partners with leading laboratories, cancer centers, and industry stakeholders to expand access to guideline-aligned molecular testing.   Position Summary We are seeking an experienced Business Development Manager to drive commercial growth across Europe for Pillar's oncology NGS and molecular pathology portfolio. This role will own strategic account development, distributor-led sales execution, and regional market expansion. The successful candidate will be an experienced field commercial leader in molecular oncology, who has an existing network of EU molecular pathology and oncology KOLs and is able to build lasting relationships with senior leaders at key accounts while effectively enabling and managing regional distributors.
KEY RESPONSIBILITIES
Commercial Growth & Market Development Own revenue growth for Pillar's oncology and molecular pathology solutions across the EU. Develop and execute territory plans aligned to company objectives, including target segmentation, funnel building, and forecast accuracy. Identify new business opportunities in routine clinical testing, precision oncology programs, and clinical trials/biopharma partnerships. Drive adoption of Pillar panels in line with NCCN/ESMO/ESCAT guideline-driven biomarker needs.
Key Account Management (KAM) Build and manage relationships with strategic EU accounts: CLCCs, university hospitals, reference labs, private lab networks, and national platforms. Lead consultative selling cycles from needs assessment through technical evaluation, contracting, and launch. Map decision makers and influence networks (pathology, molecular biology, hematology/oncology, MTB leadership, procurement). Ensure high customer satisfaction, retention, and expansion through ongoing value demonstration.
Distributor Management & Channel Sales Recruit, onboard, train, and manage EU distributors to achieve territory coverage and performance targets. Set distributor KPIs, quarterly business reviews, pipeline discipline, and joint field activity plans. Enable distributors with product positioning, competitive differentiation, and clinical evidence/toolkits. Maintain governance around pricing, tenders, and compliance with Pillar commercial standards.
Medical/Scientific & Cross-functional Collaboration Partner with Medical Affairs and Applications teams to support evaluations, performance studies, and MTB presentations. Provide market feedback that informs product strategy, panel design, and evidence generation priorities. Represent Pillar at EU congresses and society meetings (EHA, ESMO, ESP/ECP, AMP Europe, EA4HP, etc.).
Reporting & Forecasting Maintain accurate CRM records, opportunity tracking, and quarterly forecasts. Monitor competitive landscape, reimbursement evolution, and regulatory environment impacting molecular pathology and NGS.
KEY COMPETENCIES
Consultative, science-driven selling style with credibility in front of pathologists, biologists, and oncologists. Strong strategic planning and autonomy in building EU markets. Excellent partner/distributor leadership and performance management. Comfortable with matrix collaboration across global operations, medical affairs, marketing, and R&D. High integrity, compliance minded, and customer-centric.
QUALIFICATIONS
Minimum 5 years of successful commercial experience in Europe within oncology diagnostics, molecular pathology, NGS, or precision medicine. Proven track record in business development and key account management with complex clinical/diagnostic stakeholders. Strong experience selling via distributors/channel partners across multiple EU countries with prior success launching new oncology assays/panels in EU clinical markets. Deep understanding of molecular oncology workflows: NGS panels, ctDNA/liquid biopsy, companion diagnostics, pathology integration, and lab economics. Familiarity with NCCN/ESMO biomarker-driven testing standards and how labs implement them. Understanding of IVDR/CE-IVD, lab accreditation (ISO 15189), and EQA frameworks (e.g., EMQN/GenQA/ESP-EQA). Ability to travel frequently within Europe (typically 40–60%). Fluency in English required, additional European languages are a strong plus. Experience working with INCa / national molecular platforms, CLCCs, or large private lab groups is a strong plus. This is a unique opportunity to shape Pillar's EU growth in a fast-expanding precision oncology market while being part of a mission-driven team advancing access to clinically meaningful molecular diagnostics. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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