Inside Sales Manager - Eurofins USA Food Testing

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, pharmaceutical, and cosmetics 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, CDMO, advanced material sciences and for supporting clinical studies. In addition, Eurofins is one of the leading global emerging players in specialty clinical diagnostic testing.

At Eurofins US Microbiology, our goal is to make sure your individual testing profile meets both regulatory compliance and your overall program objectives in the most accurate and timely manner possible.  Our technical staff of microbiologists and customer service representatives will work with you to choose the appropriate tests, methods and frequencies best suited to your specific needs.

In 2021, Eurofins generated 6.7 billion Euro proforma turnover in 940 laboratories across 59 countries, employing about 61,000 staff.

The Inside Sales Manager receives sufficient authority from, and is accountable to, the Business Unit Manager or appointed designate for the successful completion of assigned duties and responsibilities to assist NSMs and RSMs in closing deals, which includes but is not limited to the following:

• 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.
• Assisting with onboarding of clients as necessary.

Essential Duties and Responsibilities:

• 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.
  • Update opportunities frequently / as and when needed.
  • Complete all required fields in opportunities with your best knowledge.
  • Enter key activities in CRM.
  • Enter face to face calls or meetings and notes as they happen to ensure helpful information is shared with stakeholders on time (colleagues, manager, Business Unit Managers (BUMs), Customer Service Representatives (CSRs)).
  • Run reports to ensure all above are adhered to appropriately and on time.
  • Adequately maintain information on accounts you own in CRM.
• 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, who can be:
  • Unresponsive and impolite.
  • Unhappy with our services.
  • Always asking for more price discounts.
  • Will not give you any time.
  • Demanding of your time unnecessarily.
• Leadership role in resolving customer issues:
  • Not afraid to professionally yet adequately challenge operations to resolve open issues.
  • Take an active role in being the liaison between client and operations.
• Effectively delegate action items to team members in operations.
• Effectively communicate amongst stakeholders on open items, next steps, due dates and who owns responsibilities to get tasks completed. 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
• Performs other duties as assigned

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill or ability required.

Minimum Required Qualifications:

• High School Diploma required

*Additional but not required: Some college or AS/BS degree in science or business-related field.

The Ideal Candidate possess the following traits:

• Strong understanding of the food testing industry with specific sector expertise a plus.
• Familiarity with FSMA, ISO17025, and Good Laboratory Practices
• Excellent interpersonal, presentation and organizational skills
• Active in professional societies or specific sector trade association a plus
• Excellent communication skills
• Responsive problem solver and action oriented

What Happens Next
 
Our people are the backbone of what we do, so it's incredibly important we find the right individuals to join us. As a potential new recruit you'll be invited to meet the team in the form of an assessment centre or a staged interview process dependent on the role and it's requirements, this will give you the opportunity to see what working for Eurofins is really like and enable us to get you know your key skills and strengths.

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.