Sales Manager Executive Director of Business Development
The organisation is a dynamic, fast growing global organization fully dedicated to providing standardized, high quality global central laboratory services to support all phases of clinical trials.
Sales Manager Executive Director of Business Development
Purpose of the Job:
Ensures sales targets for accounts in their respective markets are met through his/her dedicated sales force. Manages his/her team (3-5 sales representatives) and controls that account plans (tactics) exists and are followed, checking that sales activities produce new sales. Support his/her team in winning the opportunity. Develops (recruit, train, etc.) high-performance sales team (sales representatives) who meet and exceed the desired sales goals.The incumbent calls upon his/her industry experience and abilities to initiate and develop productive relationships at all levels of complex, fluid biopharmaceutical and CRO organizations. He/she ensures new sales are generated for Global Central Lab, including clinical biomarkers and anti-infective services.
He/she reports to the VP of Global Sales and Marketing to follow the Eurofins sales process and to the regional VP/GM who his/her key internal customer in his/her market.
Key Accountabilities:
Sales Management
Achieves personal and team's new bookings goals following the guidelines set by management
Travel with his/her staff for in-person client meetings to develop relationships and close sales
Handles select, one-three clients directly and grows new booking from them
Maintains a list of target clients and action plans aligning their needs with Eurofins capabilities
Compiles and reports information and data related to clients and prospects activities
Maintains a monthly proposal funnel and sales forecast
Provide input for pricing and contract terms with central Proposal Development team
People Management
Hires, develops and manages his/her staff in, up or out to have the best sales team in the industry
Defines, coordinates and delivers sales trainings that enable staff to achieve their potential and support company sales objectives
Manages annual operating budgets including salaries, commission and travel expenses
Travels for in-person meetings with sales staff for in-field live coaching opportunities.
Client Relationships & Alliance Management
For specific clients with dedicated sales and project management teams, the incumbent implements a client service and relationship plan which results in sales growth from repeat and new business
Owns key customer relationships and participate in closing major opportunities
Measures client satisfaction and monitors competitor activity and report them with specific recommendations to management.
Identifies and specifies new opportunities and complementary, productive competitor alliances
Performs all other related duties as assigned.
Job Requirements:
Experience:
Proven track record of exceeding individual and team sales targets of EUR 20m+ annually
5 years as a high-performance sales representative
3 years a sales manager leading a team of 3 or more people (5 years preferred)
10 years in B2B service sales in complex project industries (CRO, consulting or related fields) or medical laboratory services
Track record of having closed multi-million and multi-year strategic deals beyond individual with demonstrated win-win value proposition, above and beyond individual transactions/project sales
Knowledge of central laboratory, bio-analytical or clinical trial services highly preferable
Working practice of MS Office tools
Education:
MSc or equivalent in health of life sciences (laboratory or clinical sciences preferred)
Graduate business or science degree desired
Contact information
To apply for this exciting position then please send your motivational letter and CV to info@staffingforyou.nl
