Director Sales Eurofins Technologies Clinical Solutions

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 are approx. 3 billion Euros turnover, more than 650 laboratories across 45 countries and more than 45.000 staff.

Eurofins Technologies Clinical Solutions is a new International Business Line (IBL) within the Eurofins Group, branded externally as Gold Standard Diagnostics, focused on the development, manufacturing and marketing of in-vitro diagnostics assays and automation. Recently the group had made three acquisitions in Germany (Novatec GmbH, Virotech GmbH and Immunolab Clinical GmbH) which in the future will serve as future R&D, Production and Sales hubs in Europe. In the context of the Covid 19 crisis, the business is undergoing a rapid expansion with product launches in the field of serological Point of Care Diagnostics, serological immunoassays, molecular diagnostics and instrumentation. 

The Director Sales will grow and optimize all commercial activities outside of North America through a hybrid distributors approach deploying a mix of distributors/dealers and direct channels. The commercial teams will include a mix of Territory Managers as well as Application Specialists that will drive expansion and ensure smooth adoption of our products.

1.      Optimize and grow current commercial organization  

·        Analysing current distribution and route to market strategies for various international territories and make recommendations for to-be structure based on expanded product portfolio

·        Expand the current sales approach towards inside sales teams to support profitable growth and turn reactive into high performing active customers

·        Identifying, hiring and retaining top commercial talent that is aligned with Eurofins´ culture of entrepreneurship

·        Integrate sales organizations of allergy segments into overall sales structure to leverage synergies specifically in the domestic market

2.      Optimize sales process and ensure consistent and stringent deployment of CRM

·        Defining sales strategies by product line in collaboration with Business Line Marketing and Product Management

·        Deploying a stringent state-of-the-art sales process with strong focus on metrics

·        Ensuring full deployment and adoption of Customer Relationship Management System

3.      Managing international direct channels

·        Managing a team of Territory Managers and Application Specialists;

·        Building strategic plans by territory and ensuring clear operationalization into tactical objectives; closely monitoring deployment;

·        Defining annual budgets based on above industry average growth objectives;

·        Driving expansion of sales funnel, ensuring accurate sales forecasts.

4.      Managing international channel partners

·          Indirectly overseeing and developing a portfolio of international distributors

·          Identifying opportunities to optimize channel management in terms of pricing, co-marketing activities, training, scientific collaborations etc.

Experience

The ideal candidate will have at least 10-15 years fast track work experience in managing multi-country commercial teams in diagnostics, biotech, and/or medical devices.

COMPETENCIES

·        Has succeeded in the past by building highly successful commercial teams;

·        Has demonstrated consistent drive for change in order to enable growth;

·        Shows consistent customer centricity in all actions;

·        Has desire and skill to define new processes as opposed to relying fully on existing ones;

·        Has ability to develop deep knowledge of portfolio in molecular diagnostics and immunochemistry;

·        Has managed decentralized teams and distributors;

·        Excellent communication skills in writing and verbally

·        Fluent in English, German a plus

PERSONAL CHARACTERISTICS

Eurofins has a culture of high professional standards, with strong processes, and an eye for details. Candidates will need to be fully aligned with this culture, which implies a structured and analytical approach, pragmatism, and modesty.