Regional Sales Specialist

Horsham, PA, USA

Full-time

Company Description

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.

Eurofins is the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organisation services. Eurofins is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organisations. The Group also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to 55,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 50 countries. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.

Job Description

The Sales Specialist is responsible for selling and promoting all existing and new Gold Standard Diagnostics (GSD) and partner products to food processors, food and beverage manufacturers, service laboratories, and purchasing organizations throughout the assigned territory. This role is responsible for driving growth through integrated food safety testing solutions including rapid food test kits, culture media, PCR, ELISA, LFD, and automated analyzer platforms to help customers improve product quality, compliance, efficiency, and laboratory throughput. This role is focused on developing new business opportunities, expanding existing accounts, and supporting strategic growth initiatives across the territory. This position is remote-based and requires regular travel throughout the assigned territory, attendance at customer sites and trade events, and periodic travel to company headquarters as required by management.

Essential Duties & Responsibilities

● Introduce new products and promotions to existing and new customers

● Actively attempt to switch accounts to GSD products from those of competitors where appropriate

● Maintain and expand existing business by developing strong relationships with accounts

● Own and grow the Midwest territory across food processors and contract laboratories including IL, IN, IA, KS, MI, MN, MO, ND, NE, OH, SD, and WI

● Sell food safety testing solutions including rapid test kits, culture media, automated analyzers, and related workflow solutions as standalone and integrated testing workflows

● Build and close bundled opportunities including culture media, automation, testing platforms, and workflow improvements

● Identify opportunities to increase laboratory throughput, reduce labor requirements, and standardize testing methods

● Expand existing and new accounts through cross-selling, multi-site standardization, and strategic account development

● Develop new business opportunities through vendor consolidation initiatives, method changes, and workflow optimization

● Partner with technical teams to support method selection, validation, implementation, and customer training activities

● Provide reports to management that include market conditions, route reports, expenses, sales targets, closes and losses in a timely and accurate manner

● Conduct well organized product presentations and demonstrations to customers as well as at conventions

● Attend conventions, sales meetings and training programs as requested by management

● Support and direct the application of company sales and marketing promotional activity

● Set and maintain territory sales objectives and review them with management on routine basis

● Maintain disciplined pipeline management, forecasting, CRM updates, and account planning activities

● Establish strategic business relationships across Food Safety, Quality Assurance, laboratory, operations, and procurement stakeholders

● Provide management with forecasts and long range plans for the achievement of budget and quota objectives

Qualifications

To perform this job successfully, and individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience

● Must have a Bachelor of Science degree in business or a related field

● Previous work experience selling rapid food test kits for various contaminants across multiple food markets.

● Previous diagnostic instrumentation experience, automation or lab efficiency solutions

● Familiarity with regulatory frameworks (FDA, USDA, ISO, HACCP)

● Experience working with direct sales models in competitive environments

Computer Skills

● Proficient in Microsoft Word, Excel, PowerPoint, and Outlook

● Internet Explorer, Chrome, or Firefox

● Customer Relationship Management (CRM) software

● Must be willing and able to learn other software programs as needed.

Knowledge, Skills and Other Abilities

● Ability to travel on short notice for periods of up to one or two weeks

● Up to 30% travel to visit clients for sales/demos as necessary

● Must be able to coordinate own travel arrangements when traveling to customer sites

● Must be able to work effectively in a team environment

● Strong analytical , problem solving, and negotiating skills

● Strong business planning abilities

● Excellent organizational skills

● Exceptional customer service and strong sense of professionalism

● Ability to meet and exceed sales goals

● Knowledge of detection and verification performed according to AOAC, ISO, and AFNOR standards.

● Technical knowledge of Immunochemistry & ELISA testing

● Ability to learn new & existing instrumentation and software technology

● General Laboratory knowledge (use of equipment; pipetting; personal safety; general lab practices)

● Must be able and willing to adhere to corporation personnel policies and practices, including attendance and punctuality requirements

Certificate and Licenses

● Must maintain a valid driver’s license with a satisfactory driving record

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Math Ability

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, fractions, and percentages to practical situations. Ability to work with mathematical concepts such as probability and statistical inference.

Language Ability

Must have the ability to perform all of the following in English:

● Read, analyze, and interpret general business periodicals, professional journals, technical procedures, financial reports, and legal documents

● Write reports, and business correspondence

● Effectively present information and respond to questions from groups of managers, clients, customers, and the general public as well as being able to respond to common inquiries or complaints from customers

Equipment

● General Laboratory Equipment (pipettes, scientific balances, volumetric glassware, etc.)

● Gold Standard Diagnostics’ proprietary instrumentation

● Computers, printers, and faxes

Physical Demands & Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee will regularly be required to sit for long periods of time; stand; walk; use hands; reach with hands and arms; talk; hear; and smell. The employee is occasionally required to stoop, kneel, crouch, or crawl, and may be required to lift up to 50 lbs. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus as well as see color. The employee will be required to travel for extended periods of time.

In this position, the employee will be required to work in a team environment where the noise level is usually moderate. The employee may be exposed to work near moving mechanical parts, blood borne pathogens, human serum, and toxic or caustic chemicals or water, food & environmental hazards.

Additional Information

Schedule:

• Monday-Friday 7:00am-4:00pm

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 USA In Vitro Diagnostics Solutions is a Disabled and Veteran Equal Employment Opportunity employer.