Eurofins Calibration, Certification & Metrology is seeking a results-oriented Business Development Manager to join our team, focusing on calibration, certification and metrology (CCM) solutions for the biopharmaceutical and medical device industries. This role requires an understanding ISO/IEC 17025 as it pertains to instrument calibration and qualification and a passion for helping clients maintain compliance and ensure the integrity of their operations.
Business Development Manager responsibilities include, but are not limited to, the following:
- Achieve/exceed the annual revenue target for the CCM service line by expanding existing accounts and prospecting for new ones
- Develop and implement a targeted sales strategy for instrument qualification/calibration services, covering both new construction and expansions and conversion of existing OEM and multi-vendor instrument fleets
- Utilize industry websites, construction databases, trade publications, industry associations, government and regulatory filings, and market research reports to identify new construction
- Position Eurofins CCM as a single-source alternative to OEM and fragmented third-party service contracts, selling on cost control, visibility into service spend and asset history, and reduced downtime through proactive maintenance scheduling
- Sell multi-year, recurring service agreements (site-wide calibration schedules, preventive maintenance programs, centralized asset management) and manage annual renewals to protect and grow recurring revenue
- Work independently and with the field sales team to execute in-person client meetings, lead stakeholder discussions, and secure CCM contracts
- Targeting 15 in-person client meetings/month with decision makers
- Own and manage the sales activities of the business line:
- Maintain opportunity pipeline in CRM
- Follow up on outstanding proposals and capture details around opportunity closure
- Report wins, losses, and open opportunities monthly to sales and operational leadership
- Assist in CCM program management, translating client needs into technical work scopes that meet a mixture of NIST, ANSI and ISO/IEC standards
- Facilitate hand-off meetings with project management and operations to communicate all details necessary for successful project execution
- Monitor industry trends, competitor activities, and regulatory changes to identify new business opportunities and maintain Eurofins CCM’s position as an innovative, solutions-oriented company
- Attend industry conferences and trade shows to network and promote our services