Commercial Manager, Environment Testing Ireland

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.

Eurofins is dedicated to delivering testing services that contribute to the health and safety of society and the planet, and to its corporate responsibility to protect the environment and ensure diversity, equity, and inclusion across the entire network of Eurofins companies.

Job Description

In a nutshell

Commercial Manager will deliver revenue targets by managing the organisation’s business development activities, ensuring consistent, profitable, and sustainable growth in sales across targeted service lines for the Environment Testing business in Ireland. The aims is to develop and sustain relationships with new and existing customers and key stakeholders and raise the profile of the company in Ireland by identifying and managing business development opportunities. Commercial Manager will work with key stakeholders in the business to manage and lead the full sales cycle from lead generation, tendering, contract award, and handover to operations for delivery.

Where will you be based and what business will you support?

You will be based anywhere in Ireland, travelling to clients 2-3 days per week. The position reports to Managing Director located in Cork.

How can you help us?

You will be responsible for

1. Working with the management team to determine the annual sales budget and strategy for the business; establish pricing strategies and selling prices, setting challenging but achievable annual targets and devises incentives to drive sales performance.
2. Identifying leads and developing prospects to generate project pipeline of sufficient value to achieve and sustain growth objectives.
3. Key and strategic account development planning, including analysis of customer activities to assess current and future testing requirements.
4. Identifying current and future market trends and develop and execute actions to develop business from these, including understanding lab capability development requirements to meet customer and market needs.
5. Working with group marketing to devise marketing materials and tools to support business development and promote Eurofins brand.
6. The provision of on time, high quality proposals that present the optimum solution for the customer whilst ensuring on or above plan profitability.
7. Facilitates the business development strategy for selected global accounts (KAM) ensuring that the KAM team is supported by local sales activity.
8. Management of contractual processes, with a strong focus on contracting new business and bringing it effectively into the group, which comprises; Confidentiality Agreements; Master Services Agreements; Statements of Work; Pricing Agreements, terms and conditions.
9. The resolution of commercial issues / negotiations with support from functional leads and the management team.
10. Effective internal communication of global agreements and their revisions.
11. Large tender processes for private and government accounts ensuring visibility of all major opportunities within the Irish market segment.
12. Acting as a key contact for large customer accounts.
13. Sales Reports – provision of account sales and revenue, activity and market status reports as required on a local or global basis as appropriate – and compliance with CRM reporting requirements.
14. Monitoring customer satisfaction with existing clients to ensure service delivery: proactively identifying opportunities to improve customer service delivery and satisfaction, working with the business to deliver these improvements.
15. Continuous improvement – identification of growth opportunities resulting from quality and services improvement, including potential expansion of the offering, and effective communication of such potential with MDs of sites and other operational resources.
16. Ensuring good quality tender reviews are conducted to fully understand logistics, operational and technical requirements taking onboard feedback from functional leads to develop high quality proposals with mitigated risks to meet required service and quality.
17. Ensuring timely and good quality handover of won work to the logistics, operations, and lab teams so that customer requirements are well understood and resourced by the business prior to commencing the work to allow for seamless start up.