Meet Rich Salzstein, Business Development Manager

Meet Rich Salzstein, Business Development Manager

Rich Salzstein, PhD, joined the Smithers team in 2014 as Business Development Manager for pharmaceutical products and medical devices.

What keeps you busy every day?

I focus primarily on supporting the growing use of polymers in medical devices, drug delivery systems, and pharmaceutical packaging. Most of my energy goes toward addressing the needs of our clients regarding product development characterization, verification and validation for regulatory submissions, and connecting clients with the right Smithers expert or laboratory.

I work closely with my colleagues to scope, design and, deliver testing programs mostly related to:
  • extractables and leachables and other chemical analyses
  • drug delivery and medical device design, performance, and validation
  • containers and packaging
  • transit testing and integrity evaluations
  • polymer selection, failure analyses, and reverse engineering
What does that daily support look like?

I spend a lot of my time meeting and working with clients, sometimes in person, sometimes via phone or video. That time is spent:
  • discussing what the client needs so we can develop a test plan that’s tailored to meet their specific needs.
  • providing program updates.
  • reviewing the results of a study together with my colleagues.
I also travel to at least a dozen industry events per year. Of course, this enables me to keep current on industry trends and developments, but I also like the opportunity to meet new people and spend time with clients.

What kind of positive changes have your clients experienced after working with your lab?

Our clients have been able to apply solid insightful science, where they may not have previous insights or experience, or do not have a testing solution provider in place.

Who are your clients?

Primarily pharmaceutical, biopharmaceutical, and medical device manufacturers and their suppliers. We work with a wide range of client sizes, from multinational corporations to regional companies and brand-new start-ups, throughout North and South America.

What trends and changes are you seeing in the work you do?

With continued advancements in large molecule drugs for parenteral and inhalation delivery, I see a terrific cross-section of new delivery devices, along with existing devices delivering new drugs or earlier drugs in a new manner.

What advice would you give to a new client to help them conduct a successful study or testing program?

Be proactive early on. Start asking questions early in the development phase and seek out the experts as soon as possible to give yourself ample time for characterization and validation testing. It’s not necessarily a fast process, and there’s always a chance something unexpected will come up. The more proactive you are, the less likely you are to experience delays in timelines for regulatory submission and product launch.

What do you like best about your job?

The huge breadth of client test needs. Every challenge is unique and requires careful thought and expertise to design an effective and efficient testing plan. I work with some fantastic people, and I truly enjoy collaborating with them to tackle challenges for our clients.

How do you spend your time outside of work?

I love to travel, especially to beach destinations. My favorite travel companions are my wife of nearly 30 years and our twin daughters. We also enjoy vacationing with our extended family.


To get in touch with Rich, call him at 302-803-1158 or send him a note at You can also connect with Rich on LinkedIn

Latest Resources

See all resources