Job Description
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 the 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 sale 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.
- Provides comprehensive intelligence on key competitors.
- 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.
- Leads client presentations.
- 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
- Conducts all activities in a safe and efficient manner
- Performs other duties as assigned
