Eurofins Scientific is an international life sciences company which provides a unique range of analytical testing services to clients across multiple industries. The Group believes it is the world leader in food, environment and pharmaceutical 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, advanced material sciences and for supporting clinical studies. In addition, Eurofins is one of the key emerging players in specialty clinical diagnostic testing in Europe and the USA.

With global revenues of over Euro 5 billion in 2020, over 800 labs in 50 countries worldwide, we are also one of the fastest-growing listed companies in Europe.

REPORTING TO:                                 Country Manager Business Development

SCOPE:                                               Food Testing Melbourne

REPORTS:                                          Nil

LOCATION:                                         Melbourne

EMPLOYMENT TYPE:                         Full time

SUMMARY OF POSITION AND OBJECTIVES:

The Business Development Manager (BDM) is responsible for the development and performance of all sales activities for their scope. The BDM performs Directs Sales activity towards the achievement of profitability and growth in line with the company’s vision, values and strategic direction.  The BDM establishes, plans and implements strategies to expand the customer base.

SAFETY

Eurofins Australia and New Zealand is committed to providing a safe working environment for all workers and has developed a safety governance policy to communicate the minimum expectation of safety systems to be implemented within each Business Line / Business Unit. It is an expectation that workers:

• Work in accordance to applicable Health and Safety legislation, regulations and Business Line / Business Unit OHS policy and relevant procedures, SOP, or documented guidance or instructions.
• Take all practical and reasonable steps to create and maintain a safe working environment for team members, contractors and all other persons, and report hazards, incidents, accidents and risks in accordance with procedure.
• Partake in all training and competency assessments required for their position and not conduct high risk tasks without being assessed as competent.  
• Participate in site tasks and initiatives that support the continuous improvement of safety including; attending daily / weekly safety meetings, providing feedback, contributing to consultation and inspection requirements.
• Support and comply with the hazard/risk management processes, incident and accident reporting responsibilities and site safety requirements.
• To cease work if there is a reasonable concern that a hazard within their job is exposing them to a serious risk to their health or safety.  

QUALITY

Eurofins Australia and New Zealand is committed to providing services of the highest quality at all time, It is an expectation that workers :

• Ensure that Quality Systems and Policies/Procedures implemented are adhered  to and support the Quality Manager/Business Unit Manager to ensure continued compliance.
• Support the Quality Manager/Business Unit Manager on quality issues and quality improvements.

POSITION RESPONSIBILITIES & OBJECTIVES:         

·       Develop and implement a sales strategy for the market that ensures attainment of the company’s sales goals and profitability

·       Prepare and gain approval for the sales and marketing budget

·       Initiate and coordinate marketing plans as needed

·       Initiate and coordinate development of action plans to expand market share in existing markets and penetrate new markets, and monitor customer preferences to determine focus of sales efforts

·       Represent the company at appropriate association meetings and trade shows

·       Engage relationships with and convert new customers to Eurofins, and ensure existing customers are engaged and well supported by the Eurofins teams with continuous improvement

·       Create and conduct quotes, proposal presentations and RFP responses, providing the best outcome to the customers and to Eurofins, and a timely, accurate and competitive pricing whilst striving to maintain maximum profit margins

·       Resolve customer complaints regarding sales and assist with the resolution of other customer complaints as required

·       Provide information to and collaborate actively with the Senior Management Team and all Eurofins teams (other business development managers, laboratory and technical teams…) within and outside their division to facilitate sales activities and generate cross-selling opportunities

·       Maintain accurate records of all leads and opportunities, pricing, sales and activity reports within the CRM

·       Control expenses to meet budget requirements

·       Act in accordance with the Eurofins Code of Ethics, Health and Safety requirements, and all other relevant policies and procedures, as updated from time to time

PERFORMANCE APPRAISAL CRITERIA:       

·       Improvement / success on agreed upon sales KPIs

·       Successful implementation of Eurofins Commercial Best Practices

·       Work in accordance with the applicable Health & Safety legislation, regulations and other relevant Eurofins policies and procedures

QUALIFICATIONS AND EXPERIENCE REQUIRED:

·       Proven track record in sales Min 5 years.

·       Significant experience in a laboratory environment or relevant experience in our customers‘ industry.

·       Engineering or Science qualifications and/or university master’s level qualifications, will be an advantage.

·       Good knowledge of standard office applications, especially MS Word, MS PowerPoint and MS Excel. General knowledge about systems, IT architecture and production control, will be an advantage.

·       Experience as an advanced user of a CRM tool will be an advantage.

PREFERRED SKILLS AND SUCCESS PROFILE:

·       Excellent interpersonal skills.

·       Strong written and oral communication skills and the ability to structure thoughts deliberately, logically and directly.

·       Alignment with Eurofins Leadership Charter, Mission, Vision and Values.

·       Strong numeracy skills, ability to analyse information quickly and think strategically.

·     Ability to set clear goals, and prioritize and organise duties in order to deliver timely outcomes.

·       General preference and comfort in technical environments.

·       Desire to continually learn and improve and “go the extra mile”.

·       An entrepreneurial spirit, with an eagerness to take the next step.

·       Ability to be a hands-on hard worker and a ‘doer’ with a common sense approach.

ADDITIONAL ITEMS:

·       Holidays: According to local legislation and Eurofins local internal rules. Peak periods of work, during which leave applications may be limited.

·       Driving license required: Yes, local land-based travel is required.

·       Extensive in-state travel, and additional national and international travel from time to time

·       Holidays: According to local legislation and Eurofins local internal rules. Peak periods of work, during which leave applications may be limited.

·       Driving license required: Yes, local land-based travel is required.

·       Extensive in-state travel, and additional national and international travel from time to time