Manager, Business Development (Eurofins Discovery - NorCal) - Eurofins PSS Insourcing Solutions, LLC

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.

Position Summary: 

The Manager, Business Development will be responsible for achieving corporate growth objectives in the assigned territory with a focus on Integrated Drug Discovery (IDD) opportunities that combine capabilities across the entire Eurofins Discovery service portfolio.

Essential Duties and Responsibilities: 

• Global understanding of the drug discovery and drug development process
• Global knowledge of relevant markets (i.e. academic, biotech, pharmaceutical).
• Identify, negotiate and close complex deals over $100K
• Work as primary customer contact in a matrix organization to identify, negotiate and close complex projects.
• Requires self-motivation and the ability to work independently and in a team environment.
• Manages all aspects of the territory including forecasting and sales
• Responsible for sales and sales support of all Eurofins Discovery services 
• Service existing accounts, obtains orders, and establish new accounts for the Eurofins Discovery service portfolio
• Expand existing contracts in a systematic renewal process that includes additional service offerings
• Support business growth as needed: including traveling to visit clients, on-site technical visits, participation in teleconferences to present capabilities to new potential clients and CRO partners.  This individual will be expected to help with lead generation through presentations, workshops, seminars, trade shows, cold calls and intensive networking
• Identify opportunities for expanding business in chemistry, in vitro biology, safety and Translational Biology services
• Gather knowledge and communicate internally to marketing and technical teams on best practices and strategic approaches for IDD and be able to communicate such information to external clients as needed. Regular meetings and monthly summaries for Integrated Drug Discovery (IDD) opportunities.
• Provide voice of customer and market feedback to management and seek innovation opportunities to expand the Eurofins Discovery Services offering.
• Provide recommendations and feedback for business development and operational strategy.
• Maintain a high level of technical and application competence and utilize this knowledge to drive business. Promote and maintain high levels of customer satisfaction.
• Ability to travel approximately 20-40%.
• Use a CRM to log client meetings, significant calls as well as for the tracking of all opportunities.
• Input leads, contacts, accounts and opportunities into the company CRM and maintain the accuracy of these records to timeframes as directed by sales management.
• Complete expense reports per policy.
• Provide monthly forecast of business, by the due date specified, utilizing tools defined by sales management.
• Perform other duties as required and assigned.
• Demonstrate and promote the company vision.
• Regular attendance and punctuality.
• Conduct all activities in a safe and efficient manner.
• Own the accountability and responsibility of delivering to client needs and timeliness.
• Provides cross-functional support to other departments as required.

Basic Minimum Qualifications (BMQ): 

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily.  The requirements below are representative of the knowledge, skill or ability required. 

Education/Experience (BMQ): 

• Bachelor’s, Master’s, or PhD in Biology, Biochemistry, Biotechnology, or related field is required
• Minimum 5 years work experience in drug discovery markets with emphasis on small molecule discovery and development space – either in sales, marketing, business development, or R&D
• Understanding of IDD and the platforms that combine to make up this offering

Additional Preferences: 

• Concentrated studies in Cellular or Molecular Biology or Biochemistry preferred
• Previous experience in IDD sales or personal knowledge of customer requirements preferred

Ability and/or Skills (BMQ): 

• Exceptional business development, organization, negotiation and communication skills.
• Excellent attention to detail.
• Ability to partner effectively as part of a team to solve problems, negotiate solutions and reach a consensus.
• Exceptional emotional intelligence skill set.
• Proven ability to multi-task effectively.
• Valid Driver’s license

Other Factors: 

• Located near major airport and ability to travel up to 40% of the time in support of driving business to meet revenue objectives.
• Ability to do occasional international travel
• Authorization to work in the US indefinitely without restriction or sponsorship.

Expected Salary Range for Manager, Business Development: 

$100,000 - $120,000

This position will also be eligible to make commission on sales. 

Disclaimer:

This position description is written as a guideline to inform employees of what is generally expected of them at each job level.  The description is not intended to be all encompassing or limiting in any manner; rather, it is hoped it will add understanding and better reflect the work performed at all levels of employment.  Duties and responsibilities other than those listed may be included as needed within the work group or the company as a whole.

The above information may not be used or duplicated by others without written consent.

We support your development! Do you feel you don’t match 100% of the requirements? Don’t hesitate to apply anyway! Eurofins companies are committed to supporting your career development.

We embrace diversity! Eurofins network of companies believe in strength and innovation through diversity, being an Equal Opportunity Employer. We prohibit discrimination against employees or applications based on gender identity and/or expression, race, nationality, age, religion, sexual orientation, disability, and everything else that makes employees of Eurofins companies unique.

Sustainability matters to us!  We are well on our way to achieving our objective of carbon neutrality by 2025, through a combination of emission reduction and compensation initiatives. We encourage our laboratory leaders to make sustainable changes at their local level, and in addition to their initiatives we also count on our dedicated carbon reduction team to help us to achieve this goal!

Find out more in our career page: https://careers.eurofins.com/

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 is the 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 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. It 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 61,000 staff across a decentralized and entrepreneurial network of ca. 900 laboratories in 61 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 2023, Eurofins generated total revenues of EUR 6.515 billion, and has been among the best performing stocks in Europe over the past 20 years