Business Development Specialist DACH

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.