Eurofins is the world leader in the bio/pharmaceutical testing market. With over €5.3 billion in annual revenues and 55,000 employees across 900 sites in 50 countries, Eurofins is a leading international group of laboratories providing an unparalleled range of testing and support services to the pharmaceutical, biopharmaceutical, food, environmental, and consumer products industries and to governments.

Eurofins Central Laboratory is committed to providing the highest quality services, as well as accurate, timely results capturing the planned completion date, and expert advice from our highly qualified team of experienced scientists

Eurofins Central Laboratory is searching for a Director of Business Development.

The Business Development Director ensures new bookings targets are met for the assigned territories and services. The incumbent calls upon their industry experience and abilities to initiate and develop productive relationships at all levels of complex, biopharmaceutical and CRO organizations. They ensure new opportunities are generated and new bookings (contracts) are won for Eurofins Central Labs, including clinical biomarkers and anti-infective services. Acts as advocate of prospect and active accounts to all key stake holders within Eurofins.

They report to the Vice President of Commercial Operations or Team Leader, Eurofins Business Development, Eurofins Central Laboratory, and work closely with the Scientific Affairs and Proposals/Contracts team as key internal customers, and with Project Managers as key contributors.

Director, Business Development responsibilities include, but are not limited to, the following:

• Achieves personal, new bookings targets for Eurofins Central Labs services, including clinical biomarkers and/or anti-infective services. Each individual Director of Business Development will have their own personal goals identified by VP of Commercial Operations at the start of calendar year, or upon hire.
• Specific annual goals:
  • o Meet or exceed annual New Booking goals established upon hire or annually
  • o Convert a minimum of 4 prospect accounts (1/quarter) to active account, within assigned geographic territory
• Identify, qualify and document potential customers, sales opportunities and unmet client needs in the assigned territory that are aligned with the company capabilities (fit-for-win).
• Maintain accurate and updated entries in Eurofins CRM software.
  • Ensure accuracy of account classification (inactive vs prospect vs active)
  • Ensure contacts are entered and associated to appropriate account, as they are identified (via conference attendance, e-mail or web requests, prospecting activity)
  • Ensure significant sales activity (F2F meetings, presentations, critical e-mail communications) are tracked and documented in CRM, associated at the account or opportunity level as appropriate
  • Ensure opportunity activity is tracked and accurately documented in CRM, associated at the account level:
    • Opportunities entered within 72 hours of submission to PD/SA
    • Lost opportunities deleted within 72 hours of client notification and update internal departments i.e. PD as required
    • Ensuring FPFV/Award dates are accurate, as well as direct versus pass through fees
    • Both new and lost opportunities are required to be 100% updated before last business day of month, to ensure accurate monthly metrics are reportable
• Initiate and maintain new or existing client contacts, obtain and respond to requests for information / proposal (RFI/RFP) and initiated the generation of new quotes in accordance with the sales plan. Acts as advocate for prospect and active accounts within the Eurofins organization. Ensures full understanding of client RFPs, as well as solution being proposed by Eurofins
  • Identifies all risks (limited information/documentation from client, analysis TBD, advanced validation requirements/suggestions) and highlights in submission e-mails/communication to clients
  • Takes ownership of proposals being submitted to client and comprehends solution being provided by Eurofins Central Laboratory
    • Understands what assays are being performed in-house or externally (3PL or Eurofins Sister divisions)
    • Identifies in writing to client, significant cost drivers that are responsible for increases in study budgets from one proposal version to another
• Deliver high-impact capabilities and project proposals/budget presentations, engage internal experts (PM, operations leaders) and secure the client award (contract). This includes customization to the standard Eurofins General Capabilities presentation, based upon specific client or opportunity requirements. This also includes creating supporting documentation for opportunity/RFP submissions to include; value proposition documents, documentation of previous experience (both at the protocol level and assay level), as well as other supporting documents (team assignments/technical papers/validation documentation/etc)
• Proactively reports significant opportunities (large revenue, multi-protocol programs, key or new prospect accounts) to leadership in Business Development, as well as shares details during regularly scheduled department meetings.
• Report and utilize marketplace developments and specific competitive information.
• Confer with and obtain approval from relevant internal stakeholders on feasibility, pricing and contracts.
• Attends bi-weekly Sales Meeting, with participation in providing details pertaining to open opportunity status, significant opportunities, industry/client based trends that can lead to education opportunity for remainder of team and creative solution provision by Eurofins
• Takes Point Of Contact position for client based Request For Information and coordinates with Eurofins Marketing Manager for completion, on time. Provides completed RFI documentation to client, with ownership of content. Fully reviewing and comprehending all documentation being submitted, in order to facilitate follow up discussions with client.
• Post-award, partner with Project Managers on resolving potential issues and facilitate client dialogue to manage/strengthen the relationship. Act as advocate of client, interfacing with Eurofins operational teams/leadership.
• Other tasks as required and identified by Eurofins Central Laboratory leadership.

The ideal candidate would possess:

• Graduate business or science degree (MSc or MBA) desired
• Strong customer focus and a strong can-do attitude
• Excellent communication and interpersonal skills
• Able to set goals and make plans that affect a group of people, relate to the entire process and have a time horizon of at least a few months to a year. Is able to apply time and resources by influencing people both within and outside the organization to achieve these goals.
• Conceptual ability, has a quick overview of complex situations, problems and processes
• Converts abstract issues into concrete actions and results, devises new methods, methods and techniques
• Excellent in establishing and maintaining internal and external relationships, extends and maintains a wide network of contacts. Organizes and participates in important consultation structures

Basic Minimum Qualifications:

• Bachelor's degree healthcare/life sciences (lab or clinical services preferred) or business degree from a reputable institution
• Track record of generating over USD 5m in new service contracts with demonstrated market share growth over 20% annually
• Minimum of five (5) years of clinical or central laboratory, clinical trial (CRO, trial supplies/logistics, e-Clinical) or relevant B2B project service (e.g. consulting) industry
• Relevant project delivery supplementing direct sales experience a plus.
• Proficient use of MS Office
• Authorization to work in the United States indefinitely without restriction or sponsorship

The position is full-time, Monday-Friday, 8 a.m.-5 p.m., with overtime as needed. 

As a Eurofins employee, you will become part of a company that has received national recognition as a great place to work. We offer excellent full-time benefits including comprehensive medical coverage, life and disability insurance, 401(k) with company match, paid holidays and vacation, personal days, and dental and vision options.

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Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.