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 laboratories work with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic, and labelling is accurate.Eurofins is dedicated to delivering testing services that contribute to the health and safety of society and the planet, and to its corporate responsibility to protect the environment and ensure diversity, equity, and inclusion across the entire network of Eurofins companies.Essential Duties and Responsibilities:
Develop a regional field sales strategy on an annual basis to encompass market trends, customer need and expectations
Direct the Eurofins Discovery North America Field Sales Team develop best practices for selling to drug discovery researchers and closing business.
Ensure development of territory business plans and monthly forecasting
Manage CRM ensuring that team complies with the process and best practices as well as data integrity. Use CRM to forecast and track opportunities as well as perform other tasks associated with the CRM such as drive cadence meetings with the business lines pertaining to Services and measure KPI’s including BD activity with clients
Working with business leaders, develop the variable compensation plan on an annual basis. Analyze the business data on a quarterly basis to support the variable compensation payout.
Provide monthly and quarterly business reviews and forecasts. Provide corrective action notes for gaps when they exist.
Work collaboratively with globally located leaders to achieve their legal entities goals.
Coach the North America team to achieve sales goals, adjust tactics and strategies on a per territory basis.
Simultaneously, address under-performing regions and seek corrective actions through coaching, client visits, and prospecting tactics and strategies
Expand the Eurofins Discovery market reach by developing strategies to engage Venture Capital Firms, Non-Profit Organizations and Academic Centers.
Support and grow business under new Eurofins Discovery initiatives and companies brought into the Eurofins Discovery group.
Provide voice of customer feedback to management and customer need for innovation that can be developed for new product and services opportunities
Provide a focal point of contact for Eurofins Discovery North America Services Team issues and work toward providing solutions for them
Manage compensation plan distribution, reconciliation and mid year and annual reviews for the Eurofins Discovery North America Sales Team
Take on and lead projects that need Sales leadership engagement – e.g. training programs, etc.
Recruit and interview prospective candidates for Eurofins Discovery Sales organization
Provide feedback and analysis to operations to improve/adjust/expand any Marketing strategies
Performs other duties as required and assigned
Demonstrates and promotes the company vision
Regular attendance and punctuality
Conducts all activities in a safe and efficient manner
Adjusts work hours as needed to meet client deadlines
Adheres to site employee health and safety (EHS) requirements
Owns the accountability and responsibility of delivering to internal and external needs and timeliness
Provides cross-functional support to other departments as required
Basic Minimum 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.Education/Experience (BMQ):Degree in an applicable science (biology, chemistry, pharmacology) and more than 10 years related sales management experience or equivalent combination of education and sales experienceAdditional Preferences:5 years of experience with revenue and budget managementSupervisory Responsibility:Approximately 75% of time will be supervising the sales teamAbility and/or Skills (BMQ):
Excellent computer skills including experience with Microsoft Office, social media platforms, and other web-based applications
Excellent communication (oral and written) and attention to detail
Strong business development, organization, negotiation, scientific, and organizational skills, ability to multi-task
Deep understanding of Sales tools such as CRM and business analytics
Customer-centric behavior
Ability to work well in a team environment but also capable of working independently
Ability to partner effectively as part of a team to solve problems, negotiate solutions, and reach a consensus
Valid driver’s license
Other Factors:
Located near major airport hub and ability to travel up to 50% of the time in support of driving business to meet revenue objectives
Ability to perform occasional international travel
Authorization to work in the hiring country indefinitely without restriction or sponsorship
Disclaimer:This position description is written as a guideline to inform employees of what is generally expected of them at each job level. The description is not intended to be all encompassing or limiting in any manner; rather, it is hoped it will add understanding and better reflect the work performed at all levels of employment. Duties and responsibilities other than those listed may be included as needed within the work group or the company as a whole.The above information may not be used or duplicated by others without written consent.We support your development!Do you feel you don’t match 100% of the requirements? Don’t hesitate to apply anyway! Eurofins companies are committed to supporting your career development.Weembracediversity!Eurofins network of companies believe in strength and innovation through diversity, being anEqual Opportunity Employer. We prohibit discrimination against employees or applications based on gender identity and/or expression, race, nationality, age, religion, sexual orientation, disability, and everything else that makes employees of Eurofins companies unique.Sustainability matters to us!We are well on our way to achieving our objective of carbon neutrality by 2025, through a combination of emission reduction and compensation initiatives. We encourage our laboratory leaders to make sustainable changes at their local level, and in addition to their initiatives we also count on our dedicated carbon reduction team to help us to achieve this goal!Find out more in our career page:https://careers.eurofins.com/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 laboratories work with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.The Eurofins network of companies is the global leader in food, environment, pharmaceutical and cosmetic product testing and in discovery pharmacology, forensics, advanced material sciences and agroscience contract research services.It is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organizations. It also has a rapidly developing presence in highly specialized and molecular clinical diagnostic testing and in-vitro diagnostic products.In over 35 years, Eurofins has grown from one laboratory in Nantes, France to 61,000 staff across a decentralized and entrepreneurial network of ca. 900 laboratories in 61 countries. Eurofins companies offer a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.In 2023, Eurofins generated total revenues of EUR 6.515 billion ($7.018 billion), and has been among the best performing stocks in Europe over the past 20 years.