Job Description
Essential Duties and Responsibilities:
- Develop a regional field sales strategy on an annual basis to encompass market trends, customer needs, and expectations.
- Direct the Eurofins Discovery North America Field Sales Team to 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 the team complies with the process and best practices as well as data integrity. Use CRM to forecast and track opportunities and perform other tasks associated with the CRM, such as driving cadence meetings with the business lines pertaining to Services and measuring 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, adjusting 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 needs for innovation that can be developed for new product and service 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.
- 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.
- Adjust work hours as needed to meet client deadlines.
- Adhere to site employee health and safety (EHS) requirements.
- Own the accountability and responsibility of delivering to internal and external needs and timeliness.
- Provide 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, organization, negotiation, scientific, and organizational skills, ability to multi-task.
- Deep understanding of Sales tools such as CRM and business analytics.
- Customer-centric behavior.
- Ability to work well in a team environment but also capable of working independently.
- Ability to partner effectively as part of a team to solve problems, negotiate solutions, and reach a consensus.
- Valid driver’s license.
Other Factors:
- Located near major airport hub and ability to travel up to 50% of the time in support of driving business to meet revenue objectives.
- Ability to perform occasional international travel.
- Authorization to work in the hiring country indefinitely without restriction or sponsorship.
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 achieve this goal!
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