Company Description

About Us

Eurofins Scientific is a leading international group of laboratories with over EUR 3.5 billion annual sales and nearly 61,000 employees with a network of 900 laboratories in over 61 countries.  Eurofins has a network of over 30sites in the UK and the Group provides an unparalleled range of over 100,000 reliable and validated analytical methods and support services to the pharmaceutical, food, environmental and consumer product industries, and to governments.

The Civil law Cluster offers a complete collection & analytical service to many different industries for pre-employment, random and ‘for cause’ workplace testing, plus DNA, toxicology and Alcohol monitoring   to Family Law cases, using toxicological expertise to interpret results and provide reports to customers.

Our Vision: The leading provider of alcohol & drug testing across the UK&I.

Being the trusted partner to government institutions, corporations, SME’s & legal services companies to provide Drug, Alcohol, toxicology and DNA testing services to meet legislation, social and regulated standards to enhance safety and wellbeing in the workplace, institutions and family life.

Eurofins CLC is part of Eurofins Forensic Services (EFS) was created as a discrete business within the Eurofins group. EFS employs nearly 700 staff across 7 sites in the UK and is the market leader for the provision of forensic services to the Police forces of England and Wales, as well as other commercial organisations and public sector bodies and is the largest private forensic service provider in Europe. All of our forensic analytical services are accredited to the ISO17025 international quality standard and are subject to regular review and scrutiny by the United Kingdom Accreditation Service (UKAS). 

Job Description

Salary:                         Competitive

Location:                     Tamworth (Hybrid working)

Contract:                     Permanent

Working Hours:          37.5 hours per week (Monday to Friday)

Closing date:              5th February 2024

The Role

The Commercial Manager’s primary responsibility will be to establish, plan and implement strategies for the development and delivery of all sales activities in alignment with the Business Line strategy in Eurofins- Workplace drug testing & Family Law Sectors.

The ideal candidate will be required to provide line management to a sales team, address training and development needs, evaluate performance and provide appraisal and manage staff in accordance with organisational policies and applicable regulations. Hire, motivate, develop and retain excellent employees meeting Eurofins preferred personality profile. Define, agree and communicate goals and milestones with the sales and key account managers team.  Directly ensure the delivery of all goals using customer centric Key Performance Indicators (KPIs) to monitor progress.

Key Responsibilities and Accountabilities

• Developing and implementing strategic sales plans that expand the company’s customer base with the objective to achieve top line sales of 20 Million within 3 years while also meeting agreed EBIT growth objectives.
• Establish sales objectives by forecasting and developing annual sales quotas, projecting expected sales volume and profit for existing and new products.
• Implement appropriate sales management tools including formal pipeline management and CRM system as required.
• In conjunction with the General Manager, develop a sector specific marketing strategy and supporting materials including web pages and marketing communications.
• Monitor the competitor / market  landscape, evaluating the market size, Competitors strengths, weaknesses and our opportunities to gain market share.
• Define strategies to grow market share through product launches, marketing and sales campaigns
• Sense the market for possible acquisitions to grow market share, create  propositions for further development of the business. .  
• Identify and lead formal tender responses, working with the central bid response team where appropriate.
• Build a strong personal client network to understand changing customer requirements and to gauge customer satisfaction.
• Maintain a detailed knowledge and awareness of the overall Workplace Drug Testing and  Legal testing services  market sectors including drivers, legislation, and best practice.
• Make sure that any cross-selling synergies with other Eurofins laboratories in Europe are actively developed.
• Achieving growth and hitting sales targets by successfully managing sales teams and by assessing the teams’ strengths and weaknesses.
• Developing and implementing new sales initiatives, strategies, and programmes to capture key demographics.
• Providing regular reports of field sales success and communicating the Voice of the Customer (VOC) data to senior management. 
• Proactively identifies opportunities for sales process improvement. Works closely with the General Manager and customer service to review sales process quality and prioritise opportunities for improvement.

Qualifications

Knowledge, Experience and Technical Skills

Essential:

• At least 5 years’ experience working in the sales field, preferably in workplace drug testing  or  Family Law environment or comparable fast-moving testing market.
• A successful and verified track record in leading a sales department to achieve its goals.
• Significant experience in business-to-business sales
• Strong interpersonal skills (e.g. oral and written communication skills, presentation skills) as this role will interface with leaders of the Eurofins laboratories and external  customers
• Skills needed to build long-standing and successful relationships with key clients.
• Strong customer-focused consultative selling skills.
• Excellent Communication and negotiation skills
• A clear, decisive way of communicating to adapt solutions for different needs on behalf of clients.
• Proficiency in MS Office and CRM software

Desirable:

• Bachelor's degree, MBA preferred.
• Extensive knowledge of the workplace drug testing  and / or the Family Law market sectors

Additional Information

Important Notice for Candidates

Due to the highly sensitive nature of the work, applicants should note that security clearance will be required for this role. To gain security clearance you must have five years continuous residency in the UK. Criminal convictions may prevent you from gaining security clearance. In addition, all successful applicants they may be required to undertake drug and alcohol testing prior to commencing employment.

The organisation treats personal data collected during the recruitment process in accordance with its data protection policy.  Information about how your data is used and the basis for processing your data is provided in the organisations applicant privacy notice. 

Company Benefits

We will offer you a competitive salary, and a selection of employee benefits via our flexible benefits menu which includes cycle to work, give as you earn, purchase and sell holiday. In addition, we also offer the following:

• Life Assurance (3 times annual salary)
• Scottish Widows Company Pension Plan
• 25 days annual leave plus bank holidays
• Employee Service Recognition Rewards
• Celebrating employee work anniversaries at Eurofins 
• Perk box membership providing access to discount vouchers, reward & flexi points and wellness hub
• Employee Assistance Programme
• Healthcare Cash Plan membership
• Enhanced company sick, maternity and paternity pay scheme
• Refer a friend scheme
• Subscription to mental wellbeing support.