Business Development Manager - Key Accounts

Eurofins • Indianapolis, IN

5h

About The Position

We're looking for a strong business developer with experience in the drug discovery space to join our team! As a Business Development Manager overseeing key accounts, here's what you'll do: Will be responsible for sales of Eurofins Discovery full portfolio comprised of chemistry, pharmacology, both products and services within assigned key accounts by maintaining current business, expanding to new therapeutic areas and gaining new revenue from other portfolio offerings. Maintain a proficient understanding of the drug discovery process and selling the portfolio to the US client base. Prospect within key accounts for the client persona that requires services or products for use in drug discovery. Build client relationships through use of strategic selling skills and various collaborative approaches with frequent client visits and business reviews. Provide recommendations and feedback for operational strategy needed to meet client requirements. Develop key account business plans to grow account-by-account on a strategic basis and monitor against the goals of the plan on quarterly basis. This includes developing KPIs for accounts to demonstrate success in growing the portfolio of business. Pivoting the plan based on changes in customer need as pertinent and working closely with the operational sites within Eurofins Discovery to adopt to customer requirements. Report on and strategize on competitor activities observed in the region/ globally. Provide monthly reports against key metrics as defined. Develop collaborative relationships with Sr. Leaders of the Eurofins Discovery companies in order to support their business and gain knowledge from them about the business. Work closely with Eurofins sales teams that have relationships with the strategic account in other regions around the globe to effectively implement the account strategy. Work closely and collaboratively with Marketing to design and implement territory and regional strategies to promote the portfolio and the Eurofins Discovery brand. Utilize sales and marketing channels effectively including web site, ecommerce, marketplaces and participate effectively and proactively in customer events such as webinars, tradeshows and customer site events. Travel approximately 30-50% of the time.

Requirements

• 5+ years’ of experience in field sales with strong understanding of drug discovery and in particular discovery chemistry.
• Experience developing and managing large key accounts typically pharma and biotech.
• A minimum education of a B.S. chemistry or pharmacology or related discipline and 5 years of sales experience in selling products and services for drug discovery. Excellent knowledge of the pharmaceutical drug discovery and development process, preferably but not necessary to have worked in drug discovery.
• Understanding and prior experience in the CRO market and proven ability to analyze and act on the global business trends to drive regional business development activities.
• Strong presentation skills. Collaborative nature to work with multiple internal stakeholders.
• Ability to endure normal travel to customer sites via mass transportation, personal car, and air travel.
• Ability to travel internationally to major regions around the globe with limited restrictions (sales meetings, customer visits, training and customer audits)

Responsibilities

• Will be responsible for sales of Eurofins Discovery full portfolio comprised of chemistry, pharmacology, both products and services within assigned key accounts by maintaining current business, expanding to new therapeutic areas and gaining new revenue from other portfolio offerings.
• Maintain a proficient understanding of the drug discovery process and selling the portfolio to the US client base.
• Prospect within key accounts for the client persona that requires services or products for use in drug discovery.
• Build client relationships through use of strategic selling skills and various collaborative approaches with frequent client visits and business reviews.
• Provide recommendations and feedback for operational strategy needed to meet client requirements.
• Develop key account business plans to grow account-by-account on a strategic basis and monitor against the goals of the plan on quarterly basis. This includes developing KPIs for accounts to demonstrate success in growing the portfolio of business. Pivoting the plan based on changes in customer need as pertinent and working closely with the operational sites within Eurofins Discovery to adopt to customer requirements.
• Report on and strategize on competitor activities observed in the region/ globally.
• Provide monthly reports against key metrics as defined.
• Develop collaborative relationships with Sr. Leaders of the Eurofins Discovery companies in order to support their business and gain knowledge from them about the business.
• Work closely with Eurofins sales teams that have relationships with the strategic account in other regions around the globe to effectively implement the account strategy.
• Work closely and collaboratively with Marketing to design and implement territory and regional strategies to promote the portfolio and the Eurofins Discovery brand.
• Utilize sales and marketing channels effectively including web site, ecommerce, marketplaces and participate effectively and proactively in customer events such as webinars, tradeshows and customer site events.

Benefits

• Excellent full time benefits including comprehensive medical coverage, dental, and vision options
• Life and disability insurance
• 401(k) with company match
• Paid vacation and holidays

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level