业务发展经理 – 校准、认证和计量
Business Development Manager – Calibration, Certification and Metrology
Eurofins Calibration, Certification & Metrology 正在寻找一位以结果为导向的业务发展经理加入我们的团队，专注于生物制药和医疗器械行业的校准、认证和计量（CCM）解决方案。该职位需要了解 ISO/IEC 17025 标准，特别是在仪器校准和验证方面的应用，并对帮助客户保持合规性和确保运营完整性充满热情。
业务发展经理的职责包括但不限于以下内容：
- 通过拓展现有客户和开发新客户，实现或超越 CCM 服务线的年度营收目标
- 制定并实施针对仪器验证/校准服务的定向销售策略，涵盖新建项目和扩建项目，以及现有 OEM 和多供应商仪器机队的转换
- 利用行业网站、建设数据库、行业出版物、行业协会、政府和监管文件及市场研究报告来识别新建项目
- 将 Eurofins CCM 定位为 OEM 和分散第三方服务合同的单一来源替代方案，通过成本控制、服务支出和资产历史的可见性，以及通过主动维护计划减少停机时间来销售
- 销售多年期的定期服务协议（全厂校准计划、预防性维护计划、集中资产管理），并管理年度续约以保护和增长定期收入
- 独立工作并与现场销售团队合作，执行面对面的客户会议，引导关键利益相关者讨论并获得 CCM 合同· 每月针对决策者进行 15 次面对面客户会议
- 负责并管理业务线的销售活动：
- 在 CRM 中维护机会管道
- 跟进未完成的提案并记录机会关闭的相关细节
- 每月向销售和运营管理层报告成功、失败和开放的机会
- 协助 CCM 项目管理，将客户需求转化为符合 NIST、ANSI 和 ISO/IEC 标准混合要求的技术工作范围
- 与项目管理和运营部门召开交接会议，传达所有必要的细节以确保项目顺利执行
- 监控行业趋势、竞争对手活动和法规变化，以识别新的商业机会并保持 Eurofins CCM 作为创新、解决方案导向的领先地位
查看英文原文
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
- Bachelor's or advanced degree in life sciences, environmental sciences, engineering, or business administration
- A minimum of 3 years of directly relevant sales experience in instrument calibration/metrology services
- Experience selling recurring service contracts and/or asset management programs
- Understanding of regulatory requirements and standards related to instrument qualification/calibration (e.g., NIST, ISO/IEC 17025, ANSI)
- Proven track record of meeting or exceeding sales targets
- Ability to travel at least 40% of the time
- Authorization to work in the United States indefinitely without restriction or sponsorship
The position is full-time, Monday-Friday, 8 a.m.- 5 p.m., with overtime as needed.
- 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 BioPharma Services is a Disabled and Veteran Equal Employment Opportunity employer.
Eurofins is the world leader in the bio/pharmaceutical testing market. With over €7.3 billion annual revenues and 65,000 employees across 950 sites in 60 countries, Eurofins is a leading international group of laboratories providing an unparalleled range of testing and support services to the biopharmaceutical, food, and environmental industries.
Eurofins Calibration, Certification & Metrology (CCM), part of Eurofins BioPharma Services, is a single-source, multi-vendor provider of instrument calibration, qualification (IQ/OQ/PQ), repair, preventive maintenance, and maintenance qualification, performed under ISO/IEC 17025 accreditation, with local experts in New Jersey, St. Louis, San Diego and San Jose. We also deliver metrology program support and centralized asset management for laboratory and process instrumentation.
Originally posted on Himalayas