Sales & Business Development Director

Reporting to: General Manager, France

Company Overview

Froilabo is a leading European manufacturer of temperature-controlled laboratory equipment, serving research, healthcare, pharmaceutical, biotechnology, and industrial markets. Our portfolio includes ultra-low temperature freezers, laboratory incubators, climatic chambers, ovens, and specialised temperature-control solutions designed to ensure sample integrity, regulatory compliance, and operational reliability. As part of the Techcomp Group, Froilabo combines strong engineering expertise with an international footprint and ambitious growth objectives.

Role Overview

The Sales & Business Development Director will be responsible for driving sustainable revenue growth, market expansion, and commercial excellence across France and selected international territories. This role goes beyond traditional sales management. The successful candidate will actively identify new market opportunities, develop strategic customer relationships, strengthen channel partnerships, and contribute to the long-term commercial strategy of the business. The position combines business development, strategic account management, technical sales leadership, and team management.

Key Responsibilities

Business Development & Market Expansion

• Develop and execute commercial growth strategies aligned with company objectives.
• Identify and prioritize high-potential market segments including:
• Academic Research
• Industrial Testing & Manufacturing
• Develop market penetration plans for existing and new product lines.
• Identify emerging customer needs, market trends, and growth opportunities.
• Build business cases for entering new applications, markets, and customer segments.
• Support strategic partnerships and commercial alliances.
• Deliver ambitious revenue and profitability targets.
• Manage the complete sales cycle from prospecting to contract closure.
• Develop and execute annual sales plans.
• Build and maintain a robust opportunity pipeline.
• Increase market share across strategic segments.
• Drive both new customer acquisition and growth within existing accounts.
• Lead major commercial negotiations and framework agreements.

Strategic Account Management

• Develop account growth plans for key customers.
• Build long-term relationships with senior decision-makers.
• Identify multi-product and cross-selling opportunities.
• Support customers throughout their equipment lifecycle.
• Ensure high customer satisfaction and retention.
• Develop and manage distributor performance across assigned territories.
• Conduct annual business reviews with key partners.
• Recruit and onboard new channel partners where required.
• Implement channel development and enablement programs.
• Ensure distributors are properly trained and equipped to promote Froilabo solutions.
• Drive growth through both direct and indirect sales channels.
• Position Froilabo's portfolio based on customer needs and market requirements.
• Translate technical capabilities into compelling customer value propositions.
• Gather Voice of Customer feedback to support product development.
• Monitor competitor activities, pricing strategies, and market dynamics.
• Provide strategic recommendations to management regarding portfolio evolution and market opportunities.
• Support product launches and commercialization activities.

Commercial Excellence & Forecasting

• Maintain accurate forecasting and pipeline management.
• Improve CRM usage, reporting quality, and commercial discipline.
• Track performance against sales and profitability objectives.
• Deliver regular market and business performance reviews.

Leadership & Team Development

• Lead, coach, and develop the Technical Sales Representatives and he sales manager.
• Foster a high-performance and customer-centric culture.
• Support talent development and succession planning.
• Promote cross-functional collaboration with Marketing, Product Management, Service, and Operations teams.

Industry Representation

• Represent Froilabo at trade shows, conferences, and scientific events.
• Develop relationships with key industry stakeholders.
• Increase brand visibility and market awareness.
• Act as a commercial ambassador for Froilabo and the Techcomp Group.

Candidate Profile

Experience

• Minimum 5-10 years of successful experience in technical, scientific, or industrial sales.
• Proven track record of delivering sustained business growth.
• Experience within one or more of the following sectors:
• Industrial temperature-control systems
• Experience managing distributors and channel partners is highly desirable.
• Previous team management experience required.

Education

• Bachelor's or Master's degree in Science, Engineering, Business, or a related field.
• Strong commercial and business development mindset.
• Strategic thinking with execution capability.
• Excellent negotiation and influencing skills.
• Ability to engage with both technical and executive stakeholders.
• Strong analytical and market assessment skills.
• Customer-focused and results-oriented.
• Excellent communication and presentation skills.
• Strong CRM and pipeline management capabilities.
• Entrepreneurial attitude with a hands-on approach.

Languages

• English - Professional working proficiency

Key Performance Indicators (KPIs)

• Market share growth
• Strategic opportunities generated
• Recurring revenue growth (service contracts and value-added offerings)

What Success Looks Like

Within 12 months, the successful candidate will have:

• Accelerated Froilabo's growth across strategic market segments.
• Strengthened relationships with key customers and channel partners.
• Increased market visibility and brand recognition.
• Built a predictable and healthy sales pipeline.
• Improved commercial processes and forecasting accuracy.
• Contributed significantly to Froilabo's long-term growth strategy.

Why Join Froilabo

• Join a recognised European specialist in laboratory temperature-control solutions.
• Play a key role in shaping the future growth of the business.
• Work at the intersection of science, technology, and commercial strategy.
• Be part of an international organization within the Techcomp Group.
• Enjoy significant autonomy and influence within a growing company.