Sales Executive

Lancaster Laboratories ,
Edinburgh, City of Edinburgh
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Overview

Job Description

1. Job Summary * Responsible for identifying and winning of new laboratory services business to enable new client growth to help achieve business plan within the UK. * B2B Sales and relationship management. * You will be responsible for discovering and pursuing new sales prospects and maintaining customer satisfaction. 2. * Actively Seeking out New Sales Opportunities through cold calling and networking. Identification and utilisation of appropriate databases to support opportunity seeking. Setting up meetings with potential clients and evaluating their needs as well as their future potential needs. * Assessment of test requirements, methods and other client supplied study specifications and information in conjunction with Operational Management Team. * Produce high-quality proposals that present the optimum solution for the client whilst ensuring on or above plan profitability. * Commercial - management of contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations with support and oversight from senior management. * Reporting - provision of account, activity and market status reports as required on a local or global basis as appropriate. * Continuous improvement - identification of opportunities for improvement of quality and service with client group, formulation and implementation of action plans for continuous improvement * Other tasks / duties that may be required in order to perform the role 3. Decision Making / Financial Authority * All adjustments of price form standard pricing models must be approved by senior managements. 4. * Operational Managers and Team Leaders * UK Key Account Manager * Business Development Director * QA * Heads of Quality Operations, CMC and Laboratory Managers, Analytical Development groups, purchasing functions and contracts/outsourcing groups at sponsor companies (Pharma and Biotech) and other third party providers 5. * Degree Level or Equivalent in relevant subject or demonstrable relevant business experience * Finance/business training desirable * The job holder needs to have knowledge of the product commercialisation and manufacturing / supply chain process for their clients and markets and in particular the testing and service requirements therein. This should include knowledge of regulatory authorities, guidelines and quality systems relating to all services 6. * Teamwork especially in a matrix management organisation. Ability to influence across functions across Eurofins sites and across companies to achieve objectives. * Proven networking skills - must be able to network internally across all functions and externally with client organisations and other service providers. * Must be able to influence and be credible at a senior level within Eurofins and client organisations. * Good communication skills both internally and externally. Ability to understand clients' requirements and to be able to devise and articulate the most appropriate solutions. 7. * Builds Customer Base * Builds Customer Relationships * Embraces Continual Improvement * Focus on Growth * Business Acumen * Communicates Openly * Develops People including Self * Focus on Continuous Learning * Builds Organizational Relationships 8. Values Customer Focus * Delivering customer satisfaction by listening to and exceeding customer expectations * Adding value for our customers through our services * Seeking innovative solutions to help our customers achieve their goals Quality * Delivering quality in all our work; providing accurate results on time * Using the best appropriate technology and methods * Seeking to improve or change our processes for the better Competence & Team Spirit * Employing a team of talented and competent staff * Investing in training and creating good career opportunities * Recognising and encouraging outstanding performance Integrity * Behaving ethically in all our business and financial activities * Demonstrating respect towards our customers and our staff * Operating responsible environmental policies 9. Special Terms and Conditions Terms and Conditions / Place of work A large part of the work of the role involves interaction with all functions within Eurofins BPT UK as well as with clients. This will include planned regular team meetings, client meetings as well as ad hoc discussions across the business. For this reason the person performing this role will need to be available at the Edinburgh site as required by clients / internal meetings. There is likely to be a significant amount of time required to be spent at or travelling to clients sites consequently the job holder must be prepared to travel and this will involve nights away from home. The role will be home based as long as client visit levels and revenue targets are at or above plan levels. * * * * *

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