Business Development Director

Company Description

Eurofins is the world leader in the bio/pharmaceutical testing market. With over €5.3 billion in annual revenues and 55,000 employees across 900 sites in 50 countries, Eurofins is a leading international group of laboratories providing an unparalleled range of testing and support services to the pharmaceutical, biopharmaceutical, food, environmental, and consumer products industries and to governments.

Eurofins Central Laboratory is committed to providing the highest quality services, as well as accurate, timely results capturing the planned completion date, and expert advice from our highly qualified team of experienced scientists

Eurofins Central Laboratory is searching for a Director of Business Development.

Job Description

The Business Development Director ensures new bookings targets are met for the assigned territories and services. The incumbent calls upon their industry experience and abilities to initiate and develop productive relationships at all levels of complex, biopharmaceutical and CRO organizations. They ensure 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.

They report to the Vice President of Commercial Operations or Team Leader, Eurofins Business Development, Eurofins Central Laboratory, and work closely with the Scientific Affairs and Proposals/Contracts team as key internal customers, and with Project Managers as key contributors.

Director, Business Development responsibilities include, but are not limited to, the following:

• Achieves personal, new bookings targets for Eurofins Central Labs services, including 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:
  • o Meet or exceed annual New Booking goals established upon hire or annually
  • o Convert a minimum of 4 prospect accounts (1/quarter) to active account, within assigned geographic territory
• 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 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 72 hours of submission to PD/SA
    • Lost opportunities deleted within 72 hours of client notification and update internal departments i.e. PD 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 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 clients
  • Takes ownership of proposals being submitted to client 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 client, 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 document