Manager, Business Development

Position Summary:

The Manager, Business Development will be responsible for achieving corporate growth objectives in the assigned territory with a focus on Integrated Drug Discovery (IDD) opportunities that combine capabilities across the entire Eurofins Discovery service portfolio.

Essential Duties and Responsibilities:

• Global understanding of the drug discovery and drug development process
• Global knowledge of relevant markets (i.e. academic, biotech, pharmaceutical).
• Identify, negotiate and close complex deals over $100K
• Work as primary customer contact in a matrix organization to identify, negotiate and close complex projects.
• Requires self-motivation and the ability to work independently and in a team environment.
• Manages all aspects of the territory including forecasting and sales
• Responsible for sales and sales support of all Eurofins Discovery services
• Perform the duties of Manager, Business Development in a defined territory
• Service existing accounts, obtains orders, and establish new accounts for the Eurofins Discovery service portfolio
• Expand existing contracts in a systematic renewal process that includes additional service offerings
• Support business growth as needed: including traveling to visit clients, on-site technical visits, participation in teleconferences to present capabilities to new potential clients and CRO partners. This individual will be expected to help with lead generation through presentations, workshops, seminars, trade shows, cold calls and intensive networking
• Identify opportunities for expanding business in chemistry, in vitro biology, safety and Translational Biology services
• Gather knowledge and communicate internally to marketing and technical teams on best practices and strategic approaches for IDD and be able to communicate such information to external clients as needed. Regular meetings and monthly summaries for Integrated Drug Discovery (IDD) opportunities.
• Focus business growth efforts by studying existing accounts and potential volume of new business
• Keep management informed by submitting activity and results reports
• Research prospective accounts in target markets, pursue leads and follow through to a successful agreement
• Understand the market and competition as it pertains to Chemistry outsourcing and contract research in the IDD space
• This position has regular communication and interactions with senior management, members of staff in R&D and Operations, Sales and Sales Management, and clients and potential clients of Eurofins Discovery
• Demonstrates and promotes the company vision
• Regular attendance and punctuality
• Conducts all activities in a safe and efficient manner
• Performs other duties as assigned
• Owns the accountability and responsibility of delivering to client needs and timeliness
• Provides cross-functional support to other departments as required
• Adjusts work hours as needed to meet client deadlines
• Adheres to site environmental health and safety (EHS) requirements

Requirements

Basic Minimum Qualifications (BMQ):

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):

• Bachelor’s, Master’s, or PhD in Biology, Biochemistry, Biotechnology, or related field is required
• Minimum 5 years work experience in drug discovery markets with emphasis on small molecule discovery and development space – either in sales, marketing, business development, or R&D
• Understanding of IDD and the platforms that combine to make up this offering

Additional Preferences:

• Concentrated studies in Cellular or Molecular Biology or Biochemistry preferred
• Previous experience in IDD sales or personal knowledge of customer requirements preferred

Ability and/or Skills (BMQ):

• Well-developed interpersonal skills and ability to apply in advance, a combination of knowledge, imagination, judgment, and realistic appraisal in project evaluations
• Ability to present technical information at industry conferences
• Ability to coach and mentor junior business development managers with regard to Eurofins Discovery portfolio capabilities and territory management
• Excellent organizational skills
• Ability to comprehend and problem solve in a variety of technical areas
• Ability to work effectively under pressure to meet deadlines

Other Factors:

• Ability to travel up to 40%, including overnight and weekends