Director of Business Development - Bioanalytical Services West Coast

San Diego, CA, United States

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 agroscience Contract Research Organisation 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 Organisations. It also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over 30 years, Eurofins has grown from one laboratory in Nantes, France to 58,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 54 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 2021, Eurofins generated total revenues of EUR 6.72 billion, and has been among the best performing stocks in Europe over the past 20 years.

Job Description

Ensures new bookings targets are met for the assigned territories and services. The incumbent calls upon his/her 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 Pharma Bioanalytical Services. Acts as an advocate of prospect and active accounts to all key stake holders within Eurofins.

S/he reports to the Senior Director, Business Development, Eurofins Pharma Bioanalytical Services, works closely with the Scientific Affairs and Leadership as key internal customers, and with Operational Teams as key contributors.

Key Accountabilities:

Achieves personal, new bookings targets for Eurofins Pharma Bioanalytical Services, across all service lines. Each individual Business Development team member will have their own personal goals identified at the start of calendar year, or upon hire.

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 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, associated at the account level: Opportunities entered within 48 hours of submission

Lost opportunities deleted within 48 hours of client notification and update internal departments

Ensuring Start Date/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 each 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 client

Takes ownership of proposals being submitted to client and comprehends solution being provided by Eurofins Pharma Bioanalytical Services

Deliver high-impact capabilities and project proposals/budget presentations, engage internal experts (PI, 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 Principal Investigators 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 Pharma Bioanalytical Services leadership.

Qualifications

Job Requirements:

Experience:

Preferred - Track record of generating year over year growth in new service contracts

Minimum of three (3) years of bioanalytical non-clinical/clinical 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

Education:

BSc/BA or equivalent in healthcare/life sciences (laboratory or clinical services preferred) or business degree from a reputable institution.

Graduate business or science degree (MSc or MBA) desired

Skills:

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

Fluent in English, spoken and written

Valid driving license

Additional Information

Salary Range: $130,000 - $155,000/yr. base plus bonus/commission

Excellent full time benefits including comprehensive medical coverage, dental, and vision options

Life and disability insurance

401(k) with company match

Paid vacation and holidays

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

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