Manager, Business Development (Eurofins Discovery - NorCal) - Eurofins

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

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.

Qualifications

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

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