Senior Director, Sales – Eurofins Medical Device Services

Company Description

Eurofins Medical Device Services is one of North America's leading providers of testing, consulting, and regulatory support for the medical device industry. Our laboratories and technical experts support customers throughout the entire product development lifecycle, delivering integrated solutions across biocompatibility, microbiology, chemistry, extractables & leachables, package testing, sterilization validation, human factors, regulatory consulting, and toxicological risk assessment.

As we continue to grow organically and through acquisition, we are building a world-class commercial organization focused on client success, commercial excellence, operational discipline, and sustainable growth.

Job Description

We are seeking an experienced and transformational commercial executive to lead and evolve our North American commercial organization, driving both revenue growth and commercial operational excellence through scalable processes, systems, and cross-functional alignment.

This leader will be responsible for developing and executing the commercial strategy that accelerates profitable growth, strengthens customer relationships, drives cross-selling across our full portfolio of services, and builds a high-performing commercial culture.

Success will be measured not only by revenue growth, but by customer satisfaction, forecast accuracy, commercial discipline, cross-selling success, talent development, and operational execution.

Primary Responsibilities

Commercial Leadership

• Lead, coach and develop a diverse commercial organization including Key Account Directors, Technical Sales Specialists, Business Development Managers, Inside Sales.
• Build a high-performance, accountable sales culture focused on execution, collaboration and continuous improvement.
• Recruit, mentor and develop future commercial leaders.

• Establish clear performance expectations, coaching routines and succession planning. Commercial Strategy & Growth
• Develop and execute the North American commercial strategy to achieve aggressive organic growth objectives.
• Balance new customer acquisition with expansion of existing strategic accounts.
• Increase customer lifetime value through solution selling, strategic account development, and cross-selling across the complete Eurofins Medical Device portfolio, including both testing and consulting services.
• Identify new market opportunities, industry trends and strategic growth initiatives.
• Partner with senior leadership on long-term commercial planning and account planning.

Client Centricity

• Build a truly client-centric commercial organization.
• Develop executive relationships with strategic customers and position Eurofins as a long­term solutions partner across testing, consulting, and regulatory support.
• Lead Voice of Customer initiatives.
• Improve customer retention, satisfaction and account penetration.
• Implement Executive Business Reviews and multiyear account planning for strategic accounts.
• Ensure an exceptional customer experience from opportunity through project execution.

Commercial Excellence

Own and continuously improve the commercial operating system including:

• CRM adoption and data quality
• Pipeline management
• Forecast accuracy
• Sales process discipline
• Pricing governance
• Quote-to-Cash effectiveness
• Commercial dashboards and KPIs
• Territory planning
• Sales enablement
• Opportunity reviews
• Account planning

Develop a data-driven commercial organization with predictable execution, disciplined operating rhythms, strong CRM governance, and operational excellence across the commercial lifecycle.

Strategic Account Management

• Lead the strategic account program across North America.

• Increase wallet share within existing customers.
• Develop enterprise account plans.
• Coordinate cross-site and cross-functional commercial opportunities.
• Drive executive sponsorship across key accounts.

Commercial Integration

Lead the commercial integration of acquired businesses by:

• Integrating commercial organizations
• Harmonizing CRM and commercial processes
• Aligning pricing strategies
• Cross-selling newly acquired capabilities
• Retaining customers during integration
• Standardize commercial processes, systems, reporting, and performance management across the organization.
• Standardizing commercial KPIs

Qualifications

• Bachelor's Degree in Life Sciences, Engineering or related discipline required.
• Ability to travel 40% nationally
• Minimum 10 years leading complex technical commercial organizations.
• Minimum 5 years leading multi-level commercial teams.
• Experience leading organizations that sell complex scientific, laboratory, consulting, and/or technical services.
• Experience building commercial organizations during periods of rapid growth.
• Demonstrated success implementing CRM systems, commercial KPIs and forecasting disciplines.
• Strong executive presence with experience managing strategic customer relationships.
• Experience integrating acquisitions or leading commercial transformation initiatives is highly desirable.
• Strong financial acumen with experience managing pricing strategy, profitability and commercial planning.

Ideal Experience

The ideal candidate will have experience leading commercial organizations within one or more of:

• Medical Device CROs
• Contract Research Organizations
• Laboratory Testing Services
• Life Science Tools
• Analytical Testing
• Industrial Testing & Certification
• Technical Consulting Organizations

This role offers the opportunity to build one of the industry's premier commercial organizations while helping transform Eurofins Medical Device Services into the preferred strategic partner for the global MedTech industry.

Additional Information

Position is full-time, Monday-Friday, 9:00am.- 5:00 pm, with overtime as needed.  Candidates currently living within a commutable distance of Lancaster PA  or a Eurofins Medical Devivce site are encouraged to apply. 

Eurofins USA Medical Devices is a Disabled and Veteran Equal Employment Opportunity employer.