Business Development Specialist DACH

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate. Eurofins believes it is a global leader in food, environmental, pharmaceutical and cosmetics 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, CDMO, advanced material sciences and in the support of clinical studies.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to over 50,000 staff across a network of more than 900 independent companies in over 50 countries and operating more than 800 laboratories. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products, as well as providing innovative clinical diagnostic testing services, as one of the leading global emerging players in specialised clinical diagnostics testing.

In 2020, Eurofins generated total revenues of EUR € 5.4 billion, and has been among the best performing stocks in Europe over the past 20 years.

PSS is our award winning service model where we provide and manage scientific services directly within our clients’ facilities, mainly within the pharmaceutical sector. It is a global service offering and we have been managing services through this model since 2002.

Eurofins Professional Scientific Services (PSS) is a global, award-winning managed service Insourcing Solution that forms teams of people to provide services directly at the client site dedicated to running and managing their laboratory services while eliminating headcount, co-employment, and project management worries. With more than 3,000 employees, PSS is offered worldwide, currently providing services at more than 85 sites in approaching 20 countries throughout North America, Europe, and Asia Pacific.

This role is responsible for driving the region’s business development of PSS, ensuring consistent and rapid growth in sales across all three regions: Germany, Austria, and Switzerland. Your main responsibilities will include, but are not limited to:

• Has oversight for the day-to-day driving of the business development efforts for PSS in DACH.
• Works with PSS Leadership to understand and set challenging but achievable annual targets and devises incentives to drive sales performance to meet them.
• Responsible for the identification and winning of PSS business within the region to achieve growth objectives within DACH markets.
• Responsible for account development planning involving the analysis of clients’ organization and activities to assess the potential requirements that the clients may have for Services. The job holder must continually develop knowledge of the insourcing strategy of the assigned clients and develop short, medium- and long-term strategies that result in maximizing the opportunities to provide the clients with those services. Account Development will involve collaboration with counterparts from other sites, business units and Key Account Managers.
• Assessment of client requirements to help design service solutions that meet those needs. Collaborating with the PSS Leadership to provide proposals, present to the client and deliver business outcomes that meet or exceed revenue and profitability plan.
• Interaction with contractual processes, with a very strong focus on contracting new business and bringing it effectively into the group, which comprises inter alia: Confidentiality Agreements, Preferred Provider / Master Services Agreements / Pricing Agreements, with oversight from senior management. Responsible for the resolution of commercial issues / negotiations with support and oversight from senior management. Effective internal communication of global agreements and their revisions.
• Responsible for Sales Reports – provision of account sales and revenue, activity and market status reports as required on a local or global basis as appropriate – and compliance with CRM reporting requirements.
• Working with the marketing team to devise marketing materials and tools to support new business opportunities and to promote the Eurofins brand.
• Monitoring customer satisfaction with existing clients to ensure service delivery.
• Responsible for continuous improvement – identification of growth opportunities resulting from quality and services improvement, including potential expansion of the offering, and effective communication of such potential to PSS Leadership.
• Performing other ad hoc tasks and duties that may be required in order to perform the role.
• Full responsibility for revenue goals per assigned account.
• Full responsibility to execute on the respective account development plan, in close coordination with relevant site(s) or management, as appropriate.
• Adjustments of standard pricing models, beyond a defined threshold must be approved by senior management of the country where the modified model shall apply.

• Degree level in Life Sciences subject, demonstrable relevant business experience/vocational training and qualification. Finance / business training would be a plus.
• At least 3 years of experience on a similar position, ideally in the pharmaceutical sector - proficiency within GxP environments.
• Experience and demonstrated success in BD roles towards senior levels in target industry, ideally for Insourcing.
• The job holder needs to have expert knowledge of the product commercialization and manufacturing / supply chain process for their clients and markets and in particular the testing and service requirements therein. This should include knowledge of regulatory authorities, guidelines and quality systems relating to all services.
• Excellent proficiency in German and English.
• Teamwork, especially in a complex internal structure. Ability to effectively influence across functions and across sites to first establish shared objectives and then drive the process to achieve those joint objectives.
• Proven networking skills – must be able to network internally across all functions and externally within client organizations (vertically and horizontally, with a view to establish increasingly senior relationships) and other service providers.
• Must be immediately credible at a senior level within Eurofins and client organizations.
• Capable of contributing to the strategic direction of the business and able to work with counterparts within Eurofins globally, to achieve business objectives.
• Outstanding communication skills, both internally and externally. Ability to understand clients’ requirements and to be able to devise and articulate the most appropriate solutions.
• Client focused, demonstrates behaviours that show the clients’ needs are a priority.
• Energy and tenacity, especially in driving footprint in new areas, with new clients.

We are offering you an interesting position within a truly global company. After several onboarding trainings, to make sure you have the experience you need, you will be working independently in our team.

• Unlimited, full time contract with Eurofins PSS
• Involvement in strategic projects for Eurofins & exposure to group leaders.
• Integration in a fast-growing international company with a dynamic working environment and a good team spirit where personal development and growth are encouraged.
• Extensive on-the-job coaching & training with clear areas of responsibility.
• An attractive salary package with extra-legal benefits.

If this position could be of interest to you or if you have any questions regarding this position please feel free to reach out to Dhivi Sanghi (dhivi.sanghi@eurofins.de), Talent Attraction specialist Eurofins PSS Germany and Austria.

Please note that as per Eurofins policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters were engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Eurofins will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.