Business Development & Account Manager

Eurofins Scient. Trenton , NJ 08601

Posted 2 months ago

Eurofins Scientific is an international life sciences company which provides a unique range of analytical testing services to clients across multiple industries. The Group believes it is the world leader in food, environment and pharmaceutical products testing and in agroscience CRO services. It is also one of the global independent market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and for supporting clinical studies. In addition, Eurofins is one of the key emerging players in specialty clinical diagnostic testing in Europe and the USA.

Group's key figures (as of March 2019) are approx. 3.8 billion Euros turnover, over 800 laboratories across 47 countries and about 45,000 staff.

If you are a person who is hungry for growth, ready to push yourself under challenging situations to exceed the targets, achieve key deliverables, ability to handle multiple task simultaneously - here is an excellent opportunity for you!

Job Overview:

As a BD & Account Manager, you will develop a good understanding of client requirements and expectations and then help successfully implement the corrective actions or strategies on the global level, in line with the agreed customer plans, binding to all the contractual obligations. You will identify new revenue opportunities from existing / new clients and manage the periodic contract renewal process.

On the assigned Territory & list of customer accounts in NA for growing the revenue YOY, the candidate must possess full awareness of the business scenario, market potential, adequate insights on customer segmentation, competitor mapping (SWOT / market share), identifying new growth avenues, intelligence on implementing strategies and corrective actions, identify & share the futuristic investment opportunities for the group etc.

Key Responsibilities:

  • Promote Testing, Inspection & Certification (Consumer Product Assurance services) for wide range of Personal Care Products including Face Care, Make-up, Body Care, Sun Care, Hair Care, Toiletries etc and also services including Microbiological & In-Vitro Safety screening for Skin etc

  • Achieve monthly / quarterly sales targets by implementing multiple strategies, coordinate closely with different stake holders within & outside Eurofins. Candidate should also have strong commitment and temperament to work under pressure to deliver the Short, Mid and Long term strategic goals.

  • Maintain strong rapport & interact frequently with customers and lab teams in all the production countries (w.r.t. Sales, Operations, Technical, Commercial etc) and jointly work on business strategies & implement corrective actions based on the feedback from Retailers / customers in NA.

  • Generate, analyze; initiate, develop and close the new leads / business deals.

  • Recommend sales strategies not just to retain, but also to grow the existing business. Discover new opportunities in existing customers and implement strategies that helps grow the business both width and depth ways.

  • Create and maintain relationship with the decision makers / influencers at all levels in the customer organization, deliver customized decks within short notice, ability to communicate /escalate significant client issues (if any arising that might disrupt the futuristic growth plans) to the Business Development Director or Senior Vice President or relevant teams for immediate resolution.

  • Generate additional revenue from new customers and also grow the Top & Bottom Margins (month on month) from existing customers, identify and eliminate the business risk that may arise, maintain strong rapport with customers at all levels in the customer organization.

  • Generate & implement strategies that helps increase the profitability for Eurofins and reduce the overall DSO by eliminating bad debts in all forms.

  • Swiftly respond and close all the RFQ's and RFI's in coordination with relevant teams.

Other Deliverables:

  • Generate daily, weekly & monthly reports by identifying the growth opportunities in the market and initiate regular interactions with the leadership team for necessary guidance to convert these open opportunities into revenue / profits for the organization.

  • Produce market intelligence report for the leadership team, that helps in taking strategic decisions.

  • Plan effectively & execute several on-site meetings with various Retailers, Importers, Traders and Manufacturers across NA.

  • Organize technical workshops on client specific SOP's for global customers and internal teams within & outside NA

  • Write test protocols, specify standards, follow up on proposals, manage price negotiations, settle old payment outstanding cases etc; all these with a mindset of 'customer first' approach, keeping the organizational goals & values intact.

  • Create and also effectively deliver sales presentations - for internal and external customers.

  • Possess adequate knowledge & exposure on client specific protocols and market regulatory requirements.

  • Constantly update on personal skills and to reach out to leadership team for necessary assistance.

  • Initiate and participate on all leading industry trade shows, webinars and events, that increases the brand visibility of Eurofins.

  • Successfully handle day-to-day client requests including reporting the status of test reports, report review (if required), processing the Invoices, data / report generation, payment follow ups, closing the open issues etc.

  • Active in professional and/or associations with excellent networking skills

  • Ability to prioritize and delegate task, must speak and write English fluently;

  • Must possess excellent communication skills, in order to present responses to clients, prepare reports, and maintain communication with internal and external clients

  • Must be articulate, excellent organizational skills

  • High level of accuracy and strong attention to detail

  • Ability to work independently, multitask and remain focused and deliver the results under pressure;

  • High level of professionalism, maturity, good judgment, and discretion when dealing in confidential matters;

  • Must be proactive, self-disciplined, and able to demonstrate a high level of productivity with a goal-oriented approach.

  • Ability to adapt to new technologies and software

Minimum Qualifications:

  • Bachelors Degree in Science or relevant technical and business degree/certification.

  • 5-10 years of experience in similar Industry or at least 3-5 years of experience from TIC Industry

  • Strong understanding of the TIC (Testing, Inspection and Certification) Industry

  • Travel requirement can be up to 2 weeks / month within NA, with possibility for overseas travel up to 2 trips per year, for business promotions.

  • Exceptional computer skills with a high level of competence with MS Office and CRM

  • Sufficient knowledge and adequate hands on experience with tools like CRM / Salesforce to generate daily field reports and weekly + monthly sales reports.

The Consumer Product Testing (CPT) Division is the youngest division focused on non-food consumer products and known for its flexible approach and capability to deliver customized solutions in the fields of Quality Assurance and Control. We are strengthening our Softline's, Leather, Toys and Hardline business globally and locally. For more details, please click this link https://www.eurofins.com/consumer-product-testing/.

  • 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

Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.

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Business Development & Account Manager

Eurofins Scient.