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.
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.
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
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.