Dr. Martin Rabel - Global Sales Specialist - Biopharma Services at Cytiva
Dr. Martin Rabel - Global Sales Specialist - Biopharma Services at Cytiva
Biography
Dr. Martin Rabel is a seasoned pharmacist and expert in nanomedicine and RNA-LNP technologies. As the Global Sales Specialist for Cytiva’s BioPharma Services across EMEA (and APAC), he plays a pivotal role in advancing nucleic acid-based therapies. Martin leads commercial efforts for Cytiva’s proprietary lipid nanoparticle (LNP) platform and its comprehensive CDMO services, including nanoparticle development, analytical support, and cGMP-compliant manufacturing. With a strong scientific foundation and a commitment to customer success, Martin is instrumental in shaping and expanding this innovative service portfolio. With a robust background in pharmaceutical sciences, he obtained his pharmaceutical license and postgraduate diploma from Friedrich-Schiller-University Jena, where he specialized in Bacterial Nanocellulose (BNC) nanoparticles for gene delivery applications. His Ph.D. research further honed his skills in developing animal-free simulation models for complex diagnostic nanoparticles (IONP) and other nanomedicines. Since joining Precision NanoSystems (now Cytiva) in 2019 as a Field Application Scientist, he has been instrumental in advancing the company's microfluidic NanoAssemblr platform and gene delivery reagents. His leadership in formulation development, optimization, and scale-up, including GMP manufacturing, has been pivotal in translating disease biology insights into non-viral genomic medicines. In addition to his role at Cytiva, he served as a member of the mRNAVAC Working Party at the European Directorate for the Quality of Medicines & HealthCare (EDQM). In this capacity, he helped advance regulatory standards for RNA-LNP, contributing to the development of robust guidelines that ensure the safety and efficacy of these innovative therapies.
Interview
NanoSphere: Tell us a bit about yourself—your background, journey, and what led you to where you are today.
Martin: Before we begin the interview, I’d like to note that all opinions expressed are entirely my own—so please don’t hold anyone else responsible for my brilliance or blunders! I’ve built my career at the intersection of science and business within the biopharmaceutical industry. With a background in pharmacy, yes, I worked in local pharmacies before, and specialized expertise in nanomedicine and RNA-LNP technologies, I currently serve as the Global Sales Specialist for BioPharma Services at Cytiva, covering the EMEA and APAC regions. In this role, I’ve been deeply involved in launching and expanding our lipid nanoparticle (LNP) platform and CDMO services. My focus is on bridging scientific innovation with strategic commercial growth, supporting the development of cutting-edge nucleic acid-based therapies, and delivering value to our partners and clients.
During my university studies and PhD, I discovered a genuine passion—and talent—for presenting and communicating complex scientific topics in a clear and engaging way. I found great satisfaction in translating intricate research into accessible insights, whether in academic settings or broader discussions. This realization sparked my desire to pursue a career that would allow me to combine scientific depth with impactful communication. However, living in a region with a traditionally low density of biopharma companies posed a significant challenge.
To align my career aspirations with my location, I actively sought out remote opportunities that would allow me to contribute meaningfully to the field while staying connected to global innovation hubs. Being able to remain close to my family has helped me stay grounded and motivated, providing a strong personal foundation that supports my professional drive. After a brief stint as a drug safety officer at a local pharmaceutical company, I transitioned into my first major role as a Field Application Scientist at Precision NanoSystems (PNI). I believe this is an ideal entry position for MSc/PhD graduates, as it allows for the direct application of the scientific knowledge and technical skills developed during master/doctoral studies, while also offering a valuable introduction to the dynamics of a professional, client-facing environment. In this role, I had the opportunity to contribute to numerous client programs, helping them advance their projects while simultaneously expanding my own expertise, building a strong professional network, and earning trust within the field. Taking this position was something of a gamble—it meant joining a small start-up based in Vancouver, Canada, while I remained in Leipzig, Germany.
At the time, in 2019, the field of lipid nanoparticles (LNPs) was still considered niche. But everything changed when the COVID-19 pandemic hit and LNPs suddenly became central to global vaccine development. What began as a bold move into a specialized area quickly turned into a front-row seat to one of the most transformative moments in modern biopharma. After more than five years as a Field Application Scientist, during which I helped establish and grow Precision NanoSystems’ presence and reputation across the EMEA region, I felt it was time for a new challenge. I wanted to explore how I could leverage my scientific expertise and professional network in a commercial capacity at now Cytiva (PNI became a part of Cytiva in 2023). The opportunity to own a sales funnel and take on direct responsibility for client relationships was both exciting and motivating—I felt ready to step into this new role. What made the transition even more rewarding was the chance to work hands-on with our proprietary LNP platform, becoming a more integral part of the client journey. This role allows me to contribute more directly to the development and delivery of the RNA medicines of tomorrow—bringing us to the second question of the interview.
NanoSphere: In your transition from scientist to Global Sales Specialist at Cytiva, how do you balance deep technical conversations with the strategic mindset needed to close deals and build trust with biopharma clients? What was the biggest mindset shift you had to make moving from academic research into the fast-paced world of biotech services and commercialization?
Martin: In my experience, balancing deep technical conversations with a strategic mindset to close deals isn’t as difficult as it might seem—especially in the context of providing development and manufacturing services for RNA-LNPs alongside our proprietary delivery platform. At its core, this work is built on trust and credibility. Success comes from having the right support mindset, scientific knowledge, and data to guide clients confidently through their journey.
Working in biotech service sales isn’t about one-off transactions; it’s about building multi-year relationships. The real strategy lies in understanding what the client cares about, identifying their pain points, and showing how we can solve them. Since our services aren’t tangible products, the value we offer is defined by the problems we help solve and the outcomes we enable. That’s what builds lasting partnerships and drives meaningful impact. The biggest mindset shift I had to make moving from academic research into the fast-paced world of biotech services and commercialization was learning to embrace ambiguity and pace. In academia, the focus is often on depth, precision, and long-term exploration.
In biotech, especially in a client-facing role, you need to make decisions quickly, communicate clearly, and adapt constantly—while still maintaining scientific integrity. I had to become more outcome-oriented, learning to prioritize impact over perfection and to think not just as a scientist, but as a partner in innovation. A key part of that partnership is helping clients prioritize their work effectively—offering honest, constructive feedback on what may be difficult to achieve and where their efforts are best invested. Guiding them to focus their time and resources strategically is essential to ensuring their success and building long-term trust.
One of the things that truly plays to my advantage is how genuinely excited I am about the space we’re in. Nanoparticles—and lipid nanoparticles (LNPs) in particular—are a real passion of mine. I see them as a disruptive force, fueling the next wave of medicines much like protein-based drugs or cell therapies did in previous decades. I often find myself deeply enthusiastic—sometimes even a bit too much—when I get the chance to talk about our LNP technology. But I believe that clients can sense that I truly believe in our platform and the impact it can have on their drug development programs. Being genuinely convinced about the value of your product or service is incredibly powerful in building trust. That said, excitement must always be balanced with honesty. It’s still science, and it’s important to be transparent about limitations or challenges. That balance of passion and realism is what helps build credibility and long-term partnerships.
So, my shoutout to all PhD students, recent graduates, and PostDocs who are thinking about transitioning into industry: don’t limit your search to the “classical” R&D roles in pharma that might seem like the natural next step. There’s so much more out there. Field-based roles, for example, offer incredible flexibility, help you build a strong professional network, and give you the chance to keep talking about what you love—science. These roles also make great use of the core skills every PhD student develops: self-motivation, organization, and the ability to absorb complex information and put it into the right context. If you’re curious, open-minded, and ready to grow beyond the lab bench, there’s a whole world of opportunity waiting for you.
NanoSphere: You've contributed to shaping regulatory standards for RNA-LNPs through your role with EDQM. What do you see as the most urgent regulatory gap in current mRNA-LNP development—and how should the industry address it without slowing innovation? Are there specific standards/documents whether from EDQM, EMA, FDA, or the Nanotechnology Characterization Lab (NCL), you consistently rely on when guiding clients or shaping internal strategies?
Martin: It came as a real surprise when I was asked to join the EDQM expert group, especially since I wasn’t part of a traditional drug manufacturing or innovator organization. Still, I believe my participation brought value to the table – I hope at least. Through my work, I had the opportunity to hear bits and pieces from many RNA-LNP companies, giving me a broad, cross-industry perspective. In a way, I was able to act as a “neutral” voice—someone who could look at the field and its processes from a slightly external viewpoint, while still being deeply embedded in the industry.
Martin: It came as a real surprise when I was asked to join the EDQM expert group, especially since I wasn’t part of a traditional drug manufacturing or innovator organization. Still, I believe my participation brought value to the table – I hope at least. Through my work, I had the opportunity to hear bits and pieces from many RNA-LNP companies, giving me a broad, cross-industry perspective. In a way, I was able to act as a “neutral” voice—someone who could look at the field and its processes from a slightly external viewpoint, while still being deeply embedded in the industry.
Unfortunately, due to my intensive travel schedule and field-based responsibilities, I wasn’t able to attend many of the meetings. Nevertheless, being involved in shaping the initial direction of the pharmacopoeia text was both exciting and entirely new for me. I believe there’s another meeting planned for later this year, and I really hope I can make it this time.
Regulatory guidance from agencies like the EMA and FDA plays a crucial role in bringing structure and clarity to the complex world of biopharmaceutical development. For companies working in innovative areas like RNA-LNP therapeutics, these guidelines help standardize processes and provide a clear framework for what is expected in terms of quality, safety, and efficacy. This not only reduces uncertainty but also gives teams confidence that they are moving in the right direction. Knowing that your development and manufacturing strategies align with regulatory expectations allows you to focus more on innovation and problem-solving, rather than second-guessing your approach. In a field where precision and compliance are critical, this kind of guidance is invaluable for building robust, scalable, and ultimately approvable therapies.
While regulatory guidance from agencies like the EMA and FDA is invaluable for standardizing processes and providing a framework for compliance, it’s important to recognize its limitations—especially in rapidly evolving fields like RNA-LNP therapeutics. These guidelines are often based on data from already approved products, and in the case of the EDQM, drafting can only begin once a product has reached the market. This creates a lag between innovation and regulation. A good example I often refer to is the paper from Moderna that highlighted how reactive N-oxide species—residuals from ionizable lipid synthesis—can interact with RNA and compromise its stability. This discovery significantly influenced how quality testing for ionizable lipids was approached across the industry. It’s a clear case where scientific insight outpaced regulatory frameworks, prompting a shift in best practices.
So, while the recently published FDA and EMA guidelines are helpful, they don’t replace the responsibility of developers to deeply investigate and understand their own drug products. In this space, scientific vigilance and proactive quality control remain essential. One of the challenges we face almost daily is that current regulatory guidance is largely designed for population-scale medicines, while the field of genomic medicine—including xRNA-LNPs—is rapidly moving toward a much more personalized model. We're seeing increasing demand for smaller batch sizes, even patient-specific batches, which simply aren’t well addressed by the existing regulatory framework. Right now, we’re often required to release each batch with the same rigorous criteria used for products intended for hundreds of thousands of patients. This means that up to 90% of a batch may be consumed just for release and stability testing, which significantly drives up costs and makes these therapies financially unsustainable—even for well-funded healthcare systems. To address this, we need to develop platform-based approaches that allow for reduced release criteria without compromising safety or quality. Only then can we make personalized RNA-LNP therapies scalable, accessible, and truly transformative.
Another thing I’ve consistently observed is that much of the innovation in the RNA-LNP space is being driven by smaller biotech companies—many of whom are navigating regulatory processes for the first time. For these teams, entering the clinic can be overwhelming, especially without prior experience in regulatory affairs. That’s why it’s so important to keep communication with regulatory bodies open and to initiate those conversations as early as possible. Agencies like the FDA and EMA offer valuable early advice and scientific consultations that can help set realistic expectations and guide development. Embedding these discussions into your journey from the beginning can save time, reduce risk, and improve outcomes. Another key recommendation is to seek external support from those who’ve already walked this path. At Cytiva, for example, we offer regulatory services, including tailored regulatory roadmaps that outline the most critical steps for early-stage clients. These tools can be incredibly helpful in navigating the complex landscape of clinical development and ensuring a smoother path to approval.
NanoSphere: If there’s one key message or insight you’d like to share with readers about the future of nanomedicine, what would it be?
Martin: The future of nanomedicine is incredibly promising, and I’m genuinely excited about the breakthroughs on the horizon—especially those that address critical unmet medical needs. One of the most pressing challenges we must overcome is tropism: the tendency of delivery vehicles like lipid nanoparticles (LNPs) to accumulate in the liver, limiting their therapeutic reach. To unlock the full potential of nanomedicine, we need delivery systems that can precisely target specific organs. This can be achieved through active targeting strategies, chemical modifications of LNPs, and the development of cell- or tissue-specific nucleic acids. A great example of this is our current work on in vivo CAR-T cell therapies, where we’re (at Cytiva with our clients) combining all these approaches to bring transformative treatments directly to patients. I’m so passionate about this that you’ll probably hear me talk about it everywhere!
Martin: The future of nanomedicine is incredibly promising, and I’m genuinely excited about the breakthroughs on the horizon—especially those that address critical unmet medical needs. One of the most pressing challenges we must overcome is tropism: the tendency of delivery vehicles like lipid nanoparticles (LNPs) to accumulate in the liver, limiting their therapeutic reach. To unlock the full potential of nanomedicine, we need delivery systems that can precisely target specific organs. This can be achieved through active targeting strategies, chemical modifications of LNPs, and the development of cell- or tissue-specific nucleic acids. A great example of this is our current work on in vivo CAR-T cell therapies, where we’re (at Cytiva with our clients) combining all these approaches to bring transformative treatments directly to patients. I’m so passionate about this that you’ll probably hear me talk about it everywhere!
The second key message is more of a vision—a dream first shared with me in a London taxi in 2019 by Euan Ramsay, co-founder of PNI. He imagined a world where personalized genomic medicine is routine: a patient walks into a hospital, their disease’s genetic cause is identified, a matching nucleic acid sequence is designed or selected from a library, paired with the right LNP formulation, and manufactured and administered at the point of care—all within days. This dream is becoming reality, as shown by the recent delivery of a personalized CRISPR therapy. It’s just the first baby step, but we’re on the path—and we’re coming for that dream.