Vice President of Business Development – Eurofins Discovery Europe

Eurofins UK BioPharma Services

About The Position

The Vice President of Business Development Discovery Europe is responsible for defining and directing the business development strategy that builds the sales funnel that serves the global Eurofins Discovery sites and ultimately leads to closed /won that achieves the sales targets for the region. The role also contributes to the regional marketing strategy, ensuring alignment with marketing strategy and tactics and represents one face to the customer from global Eurofins Discovery companies. This role also is responsible for the regional Key Account / strategic account strategy and successful implementation.

Requirements

Graduate degree in a relevant technical/scientific discipline or business
A minimum of 10 years of progressive experience in commercial development, strategy and business development.
Business development management and work experience in CROs.
Previous success in leading and having accountability for the profitable growth, forecasting, business strategy and execution of a multi-million dollar product/services portfolio.
Strong understanding and monitoring of competitive activities in the CRO pre-clinical and clinical markets.

Responsibilities

Manages the regional business development / sales organization.
Directs the sales and customer strategies across the regions in which Eurofins Discovery markets and sells in alignment with marketing strategies to ensure sales targets are achieved in each territory.
Responsible for key account strategy and works in tandem with the sales leaders in EU and AP to devise key account strategies that apply to global accounts.
Defines and implements customer segmentation strategies and coordinates across the regions.
Defines processes and oversees implementation teams to improve customer experience.
Assesses training needs of the sales organization to ensure success in selling the portfolio and ensures these requirements are appropriately integrated into the training programs.
Establishes and monitors progress against key performance indicators and makes adjustments to business to achieve targeted KPIs.
Develops territory business plans that align with the territory targets and business requirements.
Responsible for aligned strategies and tactics to achieve each region’s quarterly net sales targets.
Works closely with the line manager to design the EU variable compensation plan to ensure it is within Eurofins guidelines and supports the key drivers for sales for each ELE and regional sales targets.
Contributes to the strategy for Eurofins Discovery from the perspective of the EU region, through knowledge and trends in the market, alternative markets, competitive activities, portfolio and gaps and customer needs.
Evaluates competition within the region and develops competitive strategies and implements.
Manages the sales channel strategy through knowledge of market trends and customer needs.
Coordinates the implementation of these strategies and tactics in region.
Collaborates with Site leaders, MDs, and Presidents of the Eurofins Discovery legal entities to promote the customer needs for new products and services and validate the marketability of innovation concepts.
Develops the DiscoveryOne (integrated drug discovery) sales within Europe and other assigned territories and ensures coordinated implementation across the regions.
Develops and manages the DiscoveryOne and Partnership program pipeline and customer interactions to achieve annual sales targets within region.
Defines and implements DiscoveryOne and Partnership program intercompany processes to insure successful engagement of each of the participating Eurofins Discovery legal entities.
Supports the annual budget process providing bottoms up analysis of sales through knowledge of market evolution, customer trends and coordination with each regional Eurofins Discovery sales leader and Managing Director.
Develops annual and long-term plans and budgets, monitors progress, assures adherence and evaluates performance.
Identifies new markets for the Eurofins Discovery portfolio and makes proposals for approval to pursue new market opportunities on a routine basis.