Associate Director, Business Development (Eurofins Central Laboratory)

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 works 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 the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organization services. Eurofins 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. The Group 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 63,000 staff across a decentralized and entrepreneurial network of ca. 950 laboratories in 60 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 2024, Eurofins generated total revenues of EUR 6.95 billion ($7.52 billion), and has been amount the best performing stocks in Europe over the past 20 years.

Job Description

Purpose:

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 Central Labs, including clinical biomarkers and antiinfective services. Acts as an advocate of prospect and active accounts to all key stake holders within Eurofins.

They will report to the Senior Director, Business Development, Eurofins Central Laboratory and work closely with the Scientific Affairs (SA), Proposals (PD) and Contracts team as key internal customers, along with Operational Teams 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 VP of Commercial Operations 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 territory
    • 10 Face to Face or WebEx meetings delivering a general capabilities presentation to prospective clients per month
    • 50 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 or SaleForce.
  • Ensure accuracy of account classification (inactive vs prospect vs active)
  • Ensure contacts are entered and associated to appropriate accounts, 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 D365 CRM associated at the account or opportunity level as appropriate
  • Ensure opportunity activity is tracked and accurately documented in D365 CRM, associated at the account level:
    • Opportunities entered within 24 hours of submission to PD/SA
    • Lost opportunities deleted within 24 hours of client notification and update internal departments i.e. PD and SA 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 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 initiate 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 clients 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 clients, 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 sharing 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.

Qualifications

Experience:

• Track record of generating over USD 5M in new service contracts with demonstrated market share growth of over 20% annually
• Minimum of three (3) years of clinical or central laboratory, or relevant B2B 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

Expected Compensation for this position will be $75,000 - $90,000 for base salary. This position will also be eligible for commission on completed sales.

This position will also include:

• 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 Central Laboratories is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.