Business Development Executive Medical Device

at  Eurofins Ireland BPT

Company Description
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 48,000 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 2019, Eurofins generated total revenues of EUR € 4.56 billion, and has been among the best performing stocks in Europe over the past 20 years.
Job Description
We are actively recruiting for a Business Development Executive to support and Drive sales across our Medical Device division.

The purpose of this job is to develop a medical device sales strategy, identify and win business from allocated Market of Ireland. Maintain and develop existing customer accounts, develop and qualifying new leads for medical devices testing, consultancy and packaging services.

• Responsible for identification and winning of laboratory services business to achieve business plan with allocated markets/clients.
• Assists the Medical Device Sales and Business Director with preparation of wider strategic business planning.
• Account Development Planning. Analysis of clients’ organisation and activities to assess the potential requirements that the clients may have for Eurofins Medical Device Services.
• The job holder must continually develop knowledge of the outsourcing strategy of the assigned clients and develop short, medium and long term strategies that result in maximising the opportunities to provide the clients with analytical services. Account Development will involve collaboration with counterparts from other sites and business units
• Commercial – management of contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations with support and oversight from senior management and other stakeholders including key account managers and counterparts in other territories.
• Development of commercial and market awareness initiatives.
• Developing and qualifying new leads for non-active medical devices testing services.
• Maintaining and developing existing customer accounts using sales methods and relationship building in the given territory.
• Reporting – provision of account, activity and market status reports as required on a local or global basis as appropriate
• Self-contained planning and organizing of sales activities within assigned territory to achieve company established sales goals.
• Evaluating sales data, preparing of reports and participating in sales planning.
• Supporting the European Eurofins sales force and key account management team to achieve established sales goals.
• Attending and supporting marketing activities, e.g. international conferences, trade shows, and workshops.
• Visiting clients onsite e.g. for client relationship management purposes.
• Operating CRM software to capture all sales activities related to customer contacts, activities and contractual agreements.
• Maintaining a very good knowledge and understanding of regulated preclinical services.
• Provide feedback and direction from market analysis and provide direction on areas of development and focus wrt increasing testing capabilities/ consultancy offerings etc.
• Other tasks / duties that may be required in order to perform the role.
• Continuous improvement – identification of opportunities for improvement of quality and service with client group, formulation and implementation of action plans for continuous improvement

Qualifications

• Bachelor or Master of Science (Biology, Chemistry or related fields).
• Finance/business training desirable
• At least 3 years of experience and demonstrated success in sales or business development of medical device testing services.
• An established network of contacts within the medical devices, biotechnology, pharma industries.
• Knowledge in regulations (ISO, GLP).
• Knowledge of the product commercialisation 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.
• Teamwork especially in a matrix management organisation. Ability to influence across functions across Eurofins sites and across companies to achieve objectives.
• Proven networking skills – must be able to network internally across all functions and externally with client organisations, other service providers and industry bodies.
• Must be able to influence and be credible at a senior level within Eurofins and client organisations.
• Capable of contributing to the strategic direction of the business and able to work with counterparts within Eurofins Lancaster Laboratories globally to achieve business objectives.
• Good communication skills both internally and externally. Ability to understand clients’ requirements and to be able to devise and articulate the most appropriate solutions

Additional Information
A large part of the work of the role involves interaction with all functions within Eurofins BPT Laboratories as well as with clients. This will include planned regular team meetings, client meetings as well as ad hoc discussions across the business. For this reason, the person performing this role will need to be available at the Ireland site as required by clients / internal meetings.
There is likely to be a significant amount of time required to be spent at or travelling to client’s sites across the territory (and occasionally beyond) consequently the job holder must be prepared to travel and this will involve nights away from home, it is anticipated that a minimum of 50% travel time is required per week

• Responsible for identification and winning of laboratory services business to achieve business plan with allocated markets/clients.
• Assists the Medical Device Sales and Business Director with preparation of wider strategic business planning.
• Account Development Planning. Analysis of clients’ organisation and activities to assess the potential requirements that the clients may have for Eurofins Medical Device Services.
• The job holder must continually develop knowledge of the outsourcing strategy of the assigned clients and develop short, medium and long term strategies that result in maximising the opportunities to provide the clients with analytical services. Account Development will involve collaboration with counterparts from other sites and business units
• Commercial – management of contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations with support and oversight from senior management and other stakeholders including key account managers and counterparts in other territories.
• Development of commercial and market awareness initiatives.
• Developing and qualifying new leads for non-active medical devices testing services.
• Maintaining and developing existing customer accounts using sales methods and relationship building in the given territory.
• Reporting – provision of account, activity and market status reports as required on a local or global basis as appropriate
• Self-contained planning and organizing of sales activities within assigned territory to achieve company established sales goals.
• Evaluating sales data, preparing of reports and participating in sales planning.
• Supporting the European Eurofins sales force and key account management team to achieve established sales goals.
• Attending and supporting marketing activities, e.g. international conferences, trade shows, and workshops.
• Visiting clients onsite e.g. for client relationship management purposes.
• Operating CRM software to capture all sales activities related to customer contacts, activities and contractual agreements.
• Maintaining a very good knowledge and understanding of regulated preclinical services.
• Provide feedback and direction from market analysis and provide direction on areas of development and focus wrt increasing testing capabilities/ consultancy offerings etc.
• Other tasks / duties that may be required in order to perform the role.
• Continuous improvement – identification of opportunities for improvement of quality and service with client group, formulation and implementation of action plans for continuous improvemen