Executive Job Description
MARKET DEVELOPMENT MANAGER
EUROFINS VOC TESTING GROUP / AIR TOXICS INC.
Air Toxics (www.airtoxics.com) is an analytical laboratory specializing in the analysis of air using a wide range of EPA, CARB, ASTM and NIOSH methods. Air Toxics capabilities range from parts per trillion volume analysis of ambient air to identifying organics in high level sources, and from routine analysis to sophisticated special technical services. A continuing commitment to data integrity, investment in advanced instrumentation and technologies, and dedicated client service have made Air Toxics the premiere test facility for the analysis of air samples.
In February 2012 Air Toxics was acquired by Eurofins (www.eurofinsus.com), the world leader in analytical support to the global environmental testing market. Coupled with the acquisition of Lancaster Laboratories in 2011, the acquisition of Air Toxics strengthens Eurofins growing presence in the US, especially in the environmental testing market.
Scope of the Job
This new position reports to the President and CEO of Air Toxics and is regionally based. The Market Development Manager will build the Volatile Organic Compounds (VOC) Materials Testing business from the ground up. The incumbent will independently define competitive sales and pricing strategies, identify targeted key accounts and gain access to decision markers in those accounts. Targeted revenue growth is $0.5 million US dollars in the first twelve months and $1 million by the end of the second year. This is a unique opportunity to grow the US market in a fast growing portfolio of successful Eurofins leaders in Europe and Asia.
Analyze market trends, define sales and marketing strategies and take actions to bring in sales
Grow the US based market share for Volatile Organic Compound (VOC) testing via competitive price/ service model
Establish a strategy and business plan for significant growth in the VOC market in the U.S. Expand sales while achieving and maintaining corporate profitability targets.
Recruit and develop additional sales staff as needed to ensure efficient, effective US sales operations
Conduct sales activities by phone and in person while working with the VOC Testing Technical Director for customer service.
Assure the highest standards of quality and compliance with all aspects of corporate business conduct.
Ensure appropriate concepts and processes are communicated, agreed upon and well documented.
Define goals and milestones with the Business Unit Managers and section heads and ensure goals are defined and communicated to individual sales associates. Set up a cohesive suite of aligned customer centric Key Performance Indicators (KPIs) to monitor progress of all aspects of the business. Follow up as appropriate and become hands on if required to ensure achievement of goals.
Improve the technical and scientific aspects of the sales associates by ensuring the appropriate development and application of new techniques and business processes.
Develop with the management of the companies or Business Units under his/her responsibility, fine tune and agree with the Group representative in his/her board, strategies, and a business plan to achieve a strong market position, while reaching and/or maintaining the required level of profitability. Accountable for implement the strategy as agreed.
Provide specific leadership to the sales team and take a direct role in marketing and sales activities.
Assure definition of and adherence to global pricing structures (including set up of appropriate IT solutions for issuing and controlling international quotations).
Provide overall team leadership with close attention to the recruitment, development, and retention of outstanding employees and teams and a culture of excellence in customer service and responsiveness.
Attend key technical symposia and conventions both inside and outside the USA when necessary
Lead and participate in global initiatives and assignments, as requested.
Minimum of 3 years high growth sales management experience in the laboratory testing industry at a regional or national level. Ideal candidate will have several years of sales experience in VOC related materials testing in the US or globally.
BSc degree in business or a technical discipline. MBA preferred.
Demonstrated ability to lead, motivate and inspire sales growth while managing remotely and across international borders.
Proven track record of success as an architect and builder of a performance driven sales and marketing business. The desire to grow beyond this position is highly desirable.
Ability to serve as key advisor to the Vice President or President of Eurofins Air Toxics business unit to help establish laboratory operating systems, technical support systems and customer fulfilment processes to attract and retain new accounts.
Ability to independently negotiate contracts on a national and international level.
Up to 50% national and international travel may be required.