Director Sales Eurofins Technologies Clinical Solutions
Eurofins
Frankfurt, DE
vor 5 Tg.

Job Description

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.

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