Director Business Development - Eurofins Central Laboratory

Ensures new bookings targets are met for the assigned territories and services. They call upon their industry experience and abilities to initiate and develop productive relationships at all levels of complex, biopharmaceutical and CRO organizations. S/he ensures 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. S/he reports to the Senior Director, Global Head, Business Development, works closely with the Scientific Affairs and Proposals/Contracts team as key internal customers, and with Project Managers as key contributors.Key Accountabilities:Achieves personal, new bookings targets for Eurofins Central Labs services, incl. clinical biomarkers and/or anti-infective services. Each individual Director of Business Development will have their own personal goals identified by Vice President, Sales and Marketing at the start of calendar year, or upon hire.Specific annual goals:Meet or exceed annual New Booking goals established upon hire or annually Convert a minimum of 8 prospect accounts (2/quarter) to active account, within assigned geographic territory10 Face to Face or WebEx meetings delivering a general capabilities presentation to prospect clients per month50 email or phone call interactions with new clients per month 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) o 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, and phone 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/SaleForce, associated at the account level:Opportunities entered within 48 hours of submission to PD/SA Lost opportunities deleted within 48 hours of client notificationEnsuring FPFV/Award dates are accurate, as well as direct versus pass through feesBoth new and lost opportunities are required to be 100% updated before last business day of each month, to ensure accurate monthly metrics are reportableInitiate 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 2 | Page 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 EurofinsIdentifies all risks (limited information/documentation from client, analysis TBD, advanced validation requirements/suggestions) and highlights in submission e-mails/communication to client o Takes ownership of proposals being submitted to client and comprehends solution being provided by Eurofins Central LaboratoryUnderstands 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 anotherDeliver 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 EurofinsTakes 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