Business Development Manager – Calibration, Certification and Metrology

Company Description

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.

Job Description

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

Qualifications

• 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

Additional Information

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.