Head of Enterprise Sales

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.

Eurofins is the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organisation services. Eurofins is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organisations. The Group also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to 55,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 50 countries. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.

Eurofins Transplant Genomics Inc. (“ETG”) is a molecular diagnostics company committed to improving organ transplant outcomes with non-invasive serial monitoring guided by biomarkers. ETG’s product portfolio of both individual and combined whole blood gene expression and donor derived cell-free DNA testing is capable of reliably ruling out subclinical kidney rejection and acute rejection in kidney transplant patients. In addition to kidney transplantation testing, our newest product for liver transplant patients is a blood-based biomarker assay designed to rule out rejection as immunosuppression therapy is optimized. 

Basic Function and Scope of Responsibility:

The Head of Enterprise Sales is responsible for leading the sales and client services.  This includes directing the sales department to meet or exceed sales budgeted volumes and revenue, sales profitability, and client services objectives critical to improving the NPS score quarter on quarter.  The role oversees all aspects of the sales and customer service teams to build compelling and engaging Client experiences with the ETG brand and portfolio of offerings.

Expectations/ Responsibilities:

• Develop and meet sales and profit goals that are consistent with ETG long-range sales and strategic objectives.
• Develop pricing strategies and sales campaigns to rapidly expand on ETG’s market share in the post transplant space.
• Review and design sales and compensation structure and variable compensation plans in conjunction with the President.
• Develop sales KPIs and monitor and report daily and monthly sales achievements to the President.
• Monitor customer, market and competitor activity and provide feedback to company product, R&D and leadership teams and other company functions.
• Manage key customer relationships and participate in closing strategic opportunities.  Hold quarterly business reviews with at least the top 10 customers.
• Lead the Customer Service leaders and members to improve on ETG’s service levels and establish a customer centric mentality within the company.
• Worth with the marketing and product teams members to promote and reinforce effective communication with our medical advisors and key opinion leaders.
• Develop accurate monthly, quarterly and annual sales forecasts that allow management to effectively capitalize on opportunities, manage issues, measure performance and hold people accountable across the sales and customer service organizations.
• Develop and manage departmental budgets for Sales and Customer Service.
• Evaluate industry, market trends and competition strategies and recommend product/service positioning and pricing.
• Identify new product and market growth opportunities to grow the ETG portfolio.
• Work with direct reports and Executive leadership to develop monthly, quarterly and annual sales and profitability forecasts for all products.
• Represent the voice of the customer to ensure marketing strategies, programs and tactics help the brand and products connect with current and future customers.
• Demonstrate strong leadership skills through the supervision, coaching and mentoring of others.
• Demonstrate ability to manage conflicts and issues regarding matters of significance.
• Utilize strong network of contacts both inside and outside the company.
• Represent department and the organization favorably and in accordance with established Company standards and associate attributes at all times.
• Other duties as assigned by management.

• Undergraduate degree required, MBA preferred
• 10+ years of related experience in the field of Sales or Marketing in the healthcare industry. Experience in managing sales and customer service teams is required.
• Leadership experience required, managing and growing teams to scale
• Firm understanding of the P/L financials
• Knowledge of effective brand management including the launch of new products/services
• Knowledge of the sales process or previous experience in selling innovative products
• Proficient in strategic sales planning, budgeting, messaging and positioning of healthcare solutions and services specifically; molecular diagnostic products, platforms and programs
• Proficient in commissions and incentive reporting, sales research and analysis
• Demonstrated experience working in a diverse team environment
• Excellent coordination, problem solving, conflict resolution and consensus building skills
• Willing to travel 50%+
• Willing to work outside normal business hours as job dictates
• Ability to make independent decisions regarding matters of significance
• Goal oriented, with excellent time management and organizational skills
• Excellent interpersonal skills, with ability to interact effectively and work efficiently with people at all levels in an organization
• Excellent verbal & written communication skills
• Keenly attentive to detail
• Ability to keep sensitive information confidential
• High level of proficiency with PC based software programs

To learn more about Eurofins Transplant Genomics, please visit the following:  transplantgenomics.com.

Schedule:

• Monday-Friday 8:00am-5:00pm plus travel

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 USA Clinical Diagnostics is a Disabled and Veteran Equal Employment Opportunity employer.