Vice President Business Development North America (Eurofins Discovery) - 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

Essential Duties and Responsibilities:

• Develop a regional field sales strategy on an annual basis to encompass market trends, customer need and expectations
• Direct the Eurofins Discovery North America Field Sales Team develop best practices for selling to drug discovery researchers and closing business.
• Ensure development of territory business plans and monthly forecasting
• Manage CRM ensuring that team complies with the process and best practices as well as data integrity. Use CRM to forecast and track opportunities as well as perform other tasks associated with the CRM such as drive cadence meetings with the business lines pertaining to Services and measure KPI's including BD activity with clients
• Working with business leaders, develop the variable compensation plan on an annual basis. Analyze the business data on a quarterly basis to support the variable compensation payout.
• Provide monthly and quarterly business reviews and forecasts. Provide corrective action notes for gaps when they exist.
• Work collaboratively with globally located leaders to achieve their legal entities goals.
• Coach the North America team to achieve sales goals, adjust tactics and strategies on a per territory basis.
• Simultaneously, address under-performing regions and seek corrective actions through coaching, client visits, and prospecting tactics and strategies
• Expand the Eurofins Discovery market reach by developing strategies to engage Venture Capital Firms, Non-Profit Organizations and Academic Centers.
• Support and grow business under new Eurofins Discovery initiatives and companies brought into the Eurofins Discovery group.
• Provide voice of customer feedback to management and customer need for innovation that can be developed for new product and services opportunities
• Provide a focal point of contact for Eurofins Discovery North America Services Team issues and work toward providing solutions for them
• Manage compensation plan distribution, reconciliation and mid year and annual reviews for the Eurofins Discovery North America Sales Team
• Take on and lead projects that need Sales leadership engagement - e.g. training programs, etc.
• Recruit and interview prospective candidates for Eurofins Discovery Sales organization
• Provide feedback and analysis to operations to improve/adjust/expand any Marketing strategies
• Performs other duties as required and assigned
• Demonstrates and promotes the company vision
• Regular attendance and punctuality
• Conducts all activities in a safe and efficient manner
• Adjusts work hours as needed to meet client deadlines
• Adheres to site employee health and safety (EHS) requirements
• Owns the accountability and responsibility of delivering to internal and external needs and timeliness
• Provides cross-functional support to other departments as required

Qualifications

Basic Minimum Qualifications:

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):

Degree in an applicable science (biology, chemistry, pharmacology) and more than 10 years related sales management experience or equivalent combination of education and sales experience

Additional Preferences:

5 years of experience with revenue and budget management

Supervisory Responsibility:

Approximately 75% of time will be supervising the sales team

Ability and/or Skills (BMQ):

• Excellent computer skills including experience with Microsoft Office, social media platforms, and other web-based applications
• Excellent communication (oral and written) and attention to detail
• Strong business development, org