West Coast Business Development Director- Bioanalytical Services

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Job description

Company Description

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate. Eurofins believes it is a global leader in food, environmental, pharmaceutical and cosmetics products testing and in agroscience CRO services. It is also one of the global independent market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, CDMO, advanced material sciences and in the support of clinical studies.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to over 50,000 staff across a network of more than 900 independent companies in over 50 countries and operating more than 800 laboratories. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products, as well as providing innovative clinical diagnostic testing services, as one of the leading global emerging players in specialised clinical diagnostics testing.

In 2020, Eurofins generated total revenues of EUR â‚ 5.4 billion, and has been among the best performing stocks in Europe over the past 20 years

Job Description

Position Summary:

The BD Director's primary responsibilities are to develop existing and new clients to expand and grow the Eurofins Bioanalytics Services, close business and grow sales in a defined territory.

Essential Duties and Responsibilities:

•Develop and present integrated sales & marketing strategy for their defined territory/region.

•Ability to successfully manage and deliver on a sales goal in excess of $5.0M.

•Assist in developing case studies, blog posts, email campaigns, thought leadership articles, and other marketing collateral materials as directed.

•Independently develop existing and new clients to expand and grow the Eurofins Bioanalytics Services business globally.

•Independently build and implement sales strategy to identify and develop new and existing clients for assigned client base or territory and to develop new clients not previously identified.

•Independently input data, manage and report on sales pipeline for assigned clients and territory. Identify strengths and weaknesses of pipeline and develop and communicate action plans to Sr. management.

•Identify, engage, and procure new talent to build the North America Business Development Team.

•Independently develop and execute business plan by client and territory to meet objectives through leveraging of existing knowledge base of customers in the market, market understanding, drug development process and internal as well as external collaborations.

•Communicate sales strategy, success, and failure of strategy to Sr. management team on routine basis and make recommended adjustments.

•Understand market pricing dynamics and communicate routinely to the business with recommendations.

•Diligently document and track key metrics for sales activities in the CRM database. Analyze and report upon performance on monthly basis to Sr. management team. Make action plans and adjust based on performance against KPIs.

•Define contract terms to achieve client and business requirements. Understand P&L impacts of contracts terms, to the business and implement accordingly. Understand the impact of the potential contract to the business and insure pricing and contract terms reflect the business requirements.

•Negotiate contracts to signature stage applying company terms with complete understanding of the impact those terms.

•Manage client through project development and completion of project as the client advocate, insuring all requirements are met through the operations.

•Develop/ maintain a high level of technical and application competence and utilize this knowledge to enable customer development.

•Interact at a peer level with industry scientists and pharma procurement to create key relationships with clients.

•Collaborate with internal marketing team to develop sales strategy and marketing plans that operate in synergy for client base and territory of responsibility.

•Collaborate with internal operations management to insure client requirements are met and terms of the contract are me

•Demonstrates and promotes the company vision

• Regular attendance and punctuality
• Applies GCLP/GLP in all areas of responsibility, as appropriate
• Conducts all activities in a safe and efficient manner
• Performs other duties as assigned

•Owns the accountability and responsibility of delivering to client needs and timeliness

•Provides cross-functional support to other departments as required

•Adjusts work hours as needed to meet client deadlines

Qualifications

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill or ability required.

Ability and/or Skills

•Proven ability to develop an integrated marketing plan specific to their territory including email campaigns, tradeshow events, client seminars, etc.

•Proven ability to develop and deliver presentations designed for the target client understanding the scope of the capabilities of Eurofins Pharma.

•Previous experience working on pharmaceutical development projects within Pharma or with Pharma clients

•Understanding of Immunogenicity, Pharmacodynamic and Biomarker Methods at a level appropriate to have independent discussions with clients.

•Demonstrated success in selling Bioanalytical or similar services (under regulated environment) to Pharma, Biotechs and Biosimilars companies.

•Understanding of customer informational databases and metrics to define success in selling services to Pharma clients

•Proven success in developing new clients, closing business and growing sales in a CRO business.

•Exceptional selling, organization, negotiation and communication skills.

•Experience in developing and negotiating complex contracts specifically in a CRO business

•Demonstrated experience in SPIN or other similar selling techniques

Education/Experience:

•Bachelor or graduate level education in scientific disciplines related to the drug development process: Pharmacology, Genetics, Molecular Biology, Cellular Biology, Biochemistry, etc.

•At least 5 years' experience selling in a similar CRO business.

Other Factors:

Located near major airport and ability to travel up to 50% time in support of driving business to meet revenue objectives.

Additional Information

We Offer:

• Competitive Salary
• Medical, Dental, Vision
• STD & LTD, Company paid life insurance
• Dependent Care & Flexible Spending
• Voluntary Insurances available
• 401(k)
• Paid Vacation & Holiday

EVOLUTION:

In a fast growing group, successful leaders are frequently being offered increased areas of responsibility (subject to geographic mobility).

Eurofins offers international opportunities to strong performers.