Inside Sales Manager

Company Description

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, 400 laboratories across 44 countries and more than 35.000 staff.

Job Description

·       Determining appropriate test prices per discussions with BUMs.

·       Help with generating quotes.

·       Providing test information, and guidance on which tests to offer.

·       Accompanying them on sales calls as necessary.

·       Getting involved in customer service issues as necessary.

·       Demonstrates and promotes the company vision

·       Regular attendance and punctuality

·       Follow through with all marketing leads within 24 hours.

·       For opportunities >$50K, work with Regional Sales manager (RSM) or National Sales Manager (NSM) if client is included in their target list for the current financial year.

·       Provide input and feedback to Business Unit Managers on all sales and marketing related activities.

·       Provide input on additional testing needs / services the lab should consider offering to clients.

·       Manage top clients for the lab: follow up on a quarterly basis, track sales activity and trends, warn if trends change, cross sell services, and ensure we exceed customer expectations.

·       Take customers on lab tours, hitting on key highlights of what is offered at the local lab as well as coordinating visits with management and key employees.

·       Develop a list of clients that NSMs and RSMs should target based on testing needs by industry.

·       Take leadership role with special projects for clients that are lab specific.

·       Cross sell test services that are performed at other labs for existing and new clients.

·       Generate leads by making numerous ‘pre-win’ (cold) sales calls using previous and / or existing contacts, information in CRM, web searches and external databases provided by marketing. Diligently practices ‘pre-sales’ call planning techniques to effectively manage client’s time.

·       Enter all opportunities, leads, and key activities into Eurofins’ Customer Relationship Management (CRM) system (Microsoft Dynamics) while following all CRM requirements.

·       Diligently follow up with potential clients on opportunities created and document opportunity progression in CRM.

·       Actively promote teamwork by leveraging strong technical skills endowed by team members who can help win opportunities.

·       Gain quick understanding of all the systems, processes and tools presented to her / him. Become a strong and effective team player, Such as offering support to other team members in moving forward with leads / opportunities, actively share and accept opportunities from other team members where industry, geography, or prior customer relationship can help win business.

·       Ability to effectively handle stressful situations with clients

·       Be involved in marketing campaigns, sales tools to develop, and contribute to marketing collateral on an ongoing basis.

·       Be part of a team in creating a sales forecast plan for a testing category by lab and / or by account.

·       Provide input on strategic initiatives that the business should pursue, both short and long term, including gap and opportunity analysis.

·       Prepare and effectively present succinct material to clients, both in person and via email/phone.

·       Ability to adequately investigate customer needs and offer value propositions that address their needs.

·       Be able to lead complex discussions with various BUMs, colleagues and clients at the same time. For instance, working with client and operations on sample registration, sample splits, interco pricing, on-boarding, and customer service where multiple labs may be involved.

·       Maintain a positive frame of mind when presented with obstacles / challenges, both internally in the company and externally with clients.

·       Conducts all activities in a safe and efficient manner

·       Assisting with onboarding of clients as necessary.

Qualifications

• Bachelor's degree in biology, chemistry, or other related degree concentration, or equivalent directly-related experience (two years of directly related industry experience is equivalent to one full-time year of college in related major)
• Valid driver’s license and reliable transportation
• Authorization to work in the United States indefinitely without restriction or sponsorship

Additional Information

Position is Full-Time, first shift, with additional hours as needed.  Candidates currently living in a commutable distance to Lancaster, PA are encouraged to apply.

What we Offer:

• Excellent full time benefits including comprehensive medical coverage, dental, and vision options

• Life and disability insurance

• 401(k) with company match

• Paid vacation and holidays

Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.

Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.