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Eurofins · 11 hours ago

Associate Director, Business Development (Eurofins Central Laboratory)

Los Angeles, CA

Full-time

Onsite

Lead/Staff, Director/Executive

$75K/yr - $90K/yr

3+ years exp

Eurofins Scientific is an international life sciences company providing analytical testing services across multiple industries. The Associate Director of Business Development will ensure new bookings targets are met for Eurofins Central Labs by developing relationships and generating new opportunities within biopharmaceutical and CRO organizations.

BiotechnologyGeneticsHealth CareLife SciencePharmaceutical

Responsibilities

Achieves personal, new bookings targets for Eurofins Central Labs services, incl. clinical biomarkers and/or anti-infective services. Each individual Director of Business Development will have their own personal goals identified by VP of Commercial Operations at the start of calendar year, or upon hire

Specific annual goals:

Meet or exceed annual New Booking goals established upon hire or annually

Convert a minimum of 8 prospect accounts (2/quarter) to active account, within assigned geographic territory

10 Face to Face or WebEx meetings delivering a general capabilities presentation to prospective clients per month

50 email or phone call interactions with new clients per month

Identify, qualify and document potential customers, sales opportunities and unmet client needs in the assigned territory that are aligned with the company capabilities (fit-for-win)

Maintain accurate and updated entries in Eurofins CRM software or SaleForce

Ensure accuracy of account classification (inactive vs prospect vs active)

Ensure contacts are entered and associated to appropriate accounts, as they are identified (via conference attendance, e-mail or web requests, prospecting activity)

Ensure significant sales activity (F2F meetings, presentations, critical e-mail and phone communications) are tracked and documented in D365 CRM associated at the account or opportunity level as appropriate

Ensure opportunity activity is tracked and accurately documented in D365 CRM, associated at the account level:

Opportunities entered within 24 hours of submission to PD/SA

Lost opportunities deleted within 24 hours of client notification and update internal departments i.e. PD and SA as required

Ensuring FPFV/Award dates are accurate, as well as direct versus pass through fees

Both new and lost opportunities are required to be 100% updated before last business day of each month, to ensure accurate monthly metrics are reportable

Initiate and maintain new or existing client contacts, obtain and respond to requests for information / proposal (RFI/RFP) and initiate the generation of new quotes in accordance with the sales plan. Acts as advocate for prospect and active accounts within the Eurofins organization. Ensures full understanding of client RFPs, as well as solution being proposed by Eurofins

Identifies all risks (limited information/documentation from client, analysis TBD, advanced validation requirements/suggestions) and highlights in submission e-mails/communication to client

Takes ownership of proposals being submitted to clients and comprehends solution being provided by Eurofins Central Laboratory

Understands what assays are being performed in-house or externally (3PL or Eurofins Sister divisions)

Identifies in writing to clients, significant cost drivers that are responsible for increases in study budgets from one proposal version to another

Deliver high-impact capabilities and project proposals/budget presentations, engage internal experts (PM, operations leaders) and secure the client award (contract). This includes customization to the standard Eurofins General Capabilities presentation, based upon specific client or opportunity requirements. This also includes creating supporting documentation for opportunity/RFP submissions to include; value proposition documents, documentation of previous experience (both at the protocol level and assay level), as well as other supporting documents (team assignments/technical papers/validation documentation/etc)

Proactively reports significant opportunities (large revenue, multi-protocol programs, key or new prospect accounts) to leadership in Business Development, as well as sharing details during regularly scheduled department meetings

Report and utilize marketplace developments and specific competitive information

Confer with and obtain approval from relevant internal stakeholders on feasibility, pricing and contracts

Attends bi-weekly Sales Meeting, with participation in providing details pertaining to open opportunity status, significant opportunities, industry/client based trends that can lead to education opportunity for remainder of team and creative solution provision by Eurofins

Takes Point Of Contact position for client based Request For Information and coordinates with Eurofins Marketing Manager for completion, on time. Provides completed RFI documentation to client, with ownership of content. Fully reviewing and comprehending all documentation being submitted, in order to facilitate follow up discussions with client

Post-award, partner with Project Managers on resolving potential issues and facilitate client dialogue to manage/strengthen the relationship. Act as advocate of client, interfacing with Eurofins operational teams/leadership

Other tasks as required and identified by Eurofins Central Laboratory leadership

Qualification

Clinical laboratory experienceBusiness developmentSales experienceMS Office proficiencyCRM software experienceGoal settingConceptual abilityFluent in EnglishCustomer focusCommunication skillsInterpersonal skills

Required

Track record of generating over USD 5M in new service contracts with demonstrated market share growth of over 20% annually

Minimum of three (3) years of clinical or central laboratory, or relevant B2B industry

Proficient use of MS Office

BSc/BA or equivalent in healthcare/life sciences (laboratory or clinical services preferred) or business degree from a reputable institution

Strong customer focus and a strong can-do attitude

Excellent communication and interpersonal skills

Able to set goals and make plans that affect a group of people, relate to the entire process and have a time horizon of at least a few months to a year. Is able to apply time and resources by influencing people both within and outside the organization to achieve these goals

Conceptual ability, has a quick overview of complex situations, problems and processes

Converts abstract issues into concrete actions and results, devises new methods, methods and techniques

Excellent in establishing and maintaining internal and external relationships, extends and maintains a wide network of contacts. Organizes and participates in important consultation structures

Fluent in English, spoken and written

Valid driving license