Business Development Director

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.

Position Summary:

The Business Development Director receives sufficient authority from and is accountable to the Business Unit Manager or appointed designate for the successful completion of assigned duties to meet the needs of our clients while achieving or exceeding Quality and Turnaround Time goals.

Essential Duties and Responsibilities:

• Demonstrates and promotes the company vision
• Directly accountable for:
  • achieving account portfolio financial goals (Net Sales, Working Capital)
  • achieving account portfolio relationship building goals
  • growing market share of existing business unit (BU) service lines
  • optimizing new BU service line launch financial goals
  • Identifying and driving conversion of new markets and leads
• Active participation in the development of strategic marketing plans, tactical marketing materials, and driving complex sales of current and yet to be developed services into the Food, Dietary Supplement, Spice, Beverage (tea and coffee), Pet Food, Seafood and Agricultural Industries
• Coordinate with other US Eurofins locations to develop testing services among all Eurofins locations
• Assist in the development of annual sales forecasts, budget requirements, and sales plan of action for the legal entity
• Provide the necessary planning, organization, direction, and control to meet or exceed the sales goals of the legal entity
• Provide detailed direction to management for achievement of marketing objectives in terms of specific actions. Establish and review measurements to determine level of success. Collect, interpret and act upon detailed analysis of sales vs. objectives by market segments
• Seek out market opportunities. Based on market development, competitive moves and innovative thinking, identify opportunities for growth based on new tactics, strategies, applications and benefits. Provide to management the needs for services, competitive comparisons, packaging, format, etc. that can allow the realization of market opportunities
• Maintain and initiate commercial contracts with customers, such as but not limited to; quotes, requests for information (RFI), proposals etc. in accordance with the sales plan and company guidelines
• Constructively contribute to sales and operations teams in the development of program strategies, proposals, capabilities presentations, and proposal defense strategies for assigned clients
• Disseminate and report information regarding developments in the marketplace and competitive information
• Confer with all parties involved on issues of execution, special costs, planning of services offered and the acceptance of work
• Deliver high quality presentations and maintain ongoing customer communication regarding the laboratory and other ancillary capabilities
• Maintain up-to-date customer information in the CRM
• Maintain effective communication with the trade through regular key client visits, convention attendance, and third-party influence contacts.
• Keep abreast of trade developments and communicate same to management
• Works with Client Services, Business Unit (BU) Managers, President, Analytical Services Managers and Inside Sales team to develop and execute sales strategy within targeted strategic and key accounts.
• Manages portfolio of strategic and key accounts; responsible for growing orders
• Builds relationships with functional client decision makers (Quality, Manufacturing, Procurement, R&D)
• Represents and cross-sells (as applicable) multiple BU service lines to client base. i.e. microbiology, veterinary drug residues, mycotoxins, allergens, GMO, contaminants, pesticide residues, nutritional panels, authenticity.
• Liaises with Scientific Leadership and Marketing to target and present scientific input that adds value to account strategy and deepens Eurofins’ scientific perception within accounts.
• Collaborates effectively with sales staff from other Eurofins units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Develops and establishes long-term account plans
• Leads and negotiates business unit-based Master Service Agreements (MSA’s), preferred provider agreements and commercial terms (payments, rebates)
• Proficient in company-provided sales tracking software (CRM) and achieves monthly metrics for activity tracking
• Participates in proposal scope development as appropriate.
• Liaises with BU general management to ensure high quality delivery of services to account portfolio.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Active member of industry associations such as ASTA, NCA, AOAC, AOCS, IFT and supports sales efforts at annual association meetings
• Conducts all activities in a safe and efficient manner
• Creates quotations routinely with Eurofins proprietary quotation resources
• Participates in monthly revenue and account review with BU managers
• Performs other duties as assigned

Basic Minimum Qualifications (BMQ):

• 3-5 years of applicable and progressively expanded food industry experience
• Valid drivers’ license and reliable transportation
• Experience with Microsoft Dynamics/CRM suite and LIMS applications preferred
• Ability to travel 5+ weeks per year
• Authorization to work in the United States indefinitely without restriction or sponsorship

Education/Experience (BMQ) :

• Bachelor's degree in biology, chemistry, or other scientific field, or equivalent directly related experience

Other Factors:

• Familiarity with FSMA and ISO17025
• Strong understanding of the food testing industry with specific sector experience a plus
• Good contacts within the food manufacturing sector
• Activity in professional societies or specific sector trade associations such as AOCS, AOAC, ASTA
• Responsive problem solving and action-oriented mindset
• Strong computer, scientific, and organizational skills
• Excellent communication (oral and written) and attention to detail; excellent interpersonal, presentation, and organizational skills
• Ability to work independently and as part of a team, self-motivation, adaptability, and a positive attitude
• Ability to learn new techniques, perform multiple tasks simultaneously, keep accurate records, follow instructions, and comply with company policies

Position is Full-Time: Monday- Friday 9am- 5:30pm

• 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 an M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.

All your information will be kept confidential according to EEO guidelines.