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 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 believes that it is a 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 also one of the market leaders in certain testing and laboratory services for genomics, and in the support of clinical studies, as well as in biopharma contract development and manufacturing. It also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over 35 years, Eurofins has grown from one laboratory in Nantes, France to ca. 63,000 staff across a decentralised and entrepreneurial network of more than 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 6,515 million, 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. 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 territory
• 10 Face to Face or WebEx meetings delivering a general capabilities presentation to prospect 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.
• 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 notification
• 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 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 Eurofins
• Identifies all risks (limited information/documentation from client, analysis TBD, advanced validation requirements/suggestions) and highlights in submission e-mails/communication