Responsible for leading the sales strategy and tactics for the Eurofins DiscoverX business in North America. This position is responsible for managing North America drug discovery and development products sales team consisting of a team of 3+ Business Development Managers. In addition to managing a team of 3+ Business Development Managers across North America, this individual will have direct responsibility for their local market. Geographical location for the position is home-based, most preferably in the Boston, San Francisco, or San Diego. This position reports the Eurofins Discovery VP of NA Business Development and Global Sales Operations.
Head of NA Business Development responsibilities include, but are not limited to, the following:
Develops the budget and incentive based compensation plans in each territory in North America, aligned with the goals and budget of Eurofins DiscoverX and aligned with Eurofins guidelines. .
Develops the commercial strategy for the North American drug discovery and development market for Eurofins DiscoverX products.
Recruits, manages, and mentors a team of 3+ Business Development Managers across North America, in addition to directly covering their local market.
Coordinates sales incentive plans and sales call activities with Business Developers in Eurofins Discovery Services to ensure "whole account coverage" with the Eurofins Discovery products and services portfolio.
Defines the regional marketing strategy and tactics to develop the awareness and demand pipeline for the regional North American markets, working with the Business Line Leaders.
Insures achievement of the budgeted sales targets for a diverse business spanning research reagents, drug discovery products, cell based assays, and assays for GMP testing.
Develops and maintains the sales forecast utilizing Salesforce.com and other business intelligence tools.
Insures compliance of the CRM by the sales organization as required by Eurofins Discovery.
Works with Client and Eurofins Discovery contract management teams to negotiate customer contracts.
Member of leadership team for Eurofins DiscoverX and responsible for presenting team performance and commercial strategies as required.
Evaluates and reports on market related trends to provide feedback to senior management.
Develops and implements regional tradeshow strategy and tactics to achieve the ROI benchmark for this marketing channel, working with Business Line Leaders and Eurofins Discovery Marketing Communication team.
Manages key high value customers to insure customer satisfaction and growth of the account.
Monitors competitive activities in current and targeted markets, making recommendations for both organic growth and acquisitions.
Focuses overall direction of selling/training initiatives towards strategic selling.
Assists and coaches Business Development Managers to develop and implement account specific or business line specific action plans.
Supports Business Development Managers on compensation, forecasts, and expense reports.
Provides continuous performance related feedback to the Business Development Managers.
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.
Provides cross-functional support to other departments as required.
Adjusts work hours as needed to meet client deadlines.
Adheres to site employee health and safety (EHS) requirements.
The ideal candidate would possess:
M.S. or higher or equivalent in Pharmacology or Biological sciences, Ph.D. preferred.
10 years of experience in the field of drug discovery and development research
At least 3 years managing a sales and commercial team.
Ability to leverage existing professional network in the drug discovery and development field a huge plus.
Self-starter who is a result and success oriented individual with the proven ability to develop and follow through on sales tasks and plans.
Highly self-motivated, friendly and able to specify solutions independently and as part of a team
Position will require approximately 25% travel.
Basic Minimum Qualifications:
A minimum education of a B.S. in Pharmacology, Cell Biology or Biochemistry.
Excellent interpersonal and relationship management skills.
Excellent written and verbal communication skills.
Fluent English speaking and writing.
Experience in selling discovery services and reagents to pharmaceutical and biotech companies is required.
Ten years of successful technical sales experience.
Technically competent and knowledgeable on all Eurofins Discovery product and service portfolio.
Ability to travel approximately 25%.
Authorization to work in US and Canada indefinitely without restriction or sponsorship