Sales Account Executive (Laboratory Testing) – Eurofins Built Environment Testing East – Mid-Atlantic

Eurofins is an international life sciences company that provides a unique range of analytical testing services. The Sales Account Executive will operate in the Mid-Atlantic region, focusing on client account management, identifying business opportunities, and maximizing market share for the Built Environment Testing Division.

Responsibilities:

• Responsible for meeting individual revenue as well as the goal for assigned region
• Establishes and maintains a productive working relationship between the client and laboratory
• Ensures customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities
• Provides sales plan forecast for assigned region
• Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work
• Monitors accounts receivable status for accounts assigned and resolves collection issues as required
• Develops and recommends strategies to facilitate pricing and bid/no bid decisions, establish Master Service agreements and provide budgetary information
• Develops client profiles and determines potential and ability to fund work
• Develops, qualifies, tracks, and closes leads to increase revenue
• Reports sales activity within assigned area
• Updates customer databases to identify business opportunities
• Maintains productive relationships between customers and the Eurofins Environment Testing organization
• Develops and implements account plans detailing specific clients, revenue goals and related account objectives to attain regional revenue quotas
• Identifies key target markets and major accounts and develops strategies within assigned area of responsibility to attain market position for Eurofins Environment Testing and maintain profitability
• Establishes, coordinates, negotiates, and completes Master Service Agreements with customers which both defines customers’ specific needs and streamline processes
• Within area of market responsibility collects and documents information to establish pricing and evaluate Eurofins Environment Testing’s ability to meet customer requirements to meet win/loss ratios, average discount percentages and profitability
• Effectively communicates customer needs and wants to Eurofins Environment Testing Customer Service Managers and Project Managers to facilitate successful completion of work
• Completes summaries of sales development activities as directed by GM
• Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquiries) by providing copies or entering information into Eurofins Environment Testing’s database
• Follows up on all outstanding bids, quotes, proposals, and price inquiries in order to achieve successful completion of the sales cycle
• Negotiates pricing and contractual issues within area of responsibility with the approval of the GM
• Presents Environment Testing as a network of laboratories not limited to lab facilities within a geographical region to improve operational efficiencies
• Controls expenses with respect to the selling function pursuant to Eurofins Environment Testing’s policy and with approval by GM
• Assumes role as “sponsor” for National Accounts as needed
• Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services
• Maintains relationship with one or more of Eurofins Environment Testing’s network facilities to sustain awareness of operational issues related to Eurofins Environment Testing’s ability to meet customer requirements
• Provides information concerning business opportunity outcomes with respect to win/lose ratios and future pricing strategies
• Provides forecasting information to Customer Service Managers to assist operational staff with resource and operational planning
• Assists with the development of sales materials
• Gathers and communicates intelligence information on competitors within area of responsibility
• Identifies and communicates opportunities for new products and services within assigned region

Requirements:

• Minimum 2-3 years progressively successful sales experience in a service industry
• Ability and willingness to travel throughout the assigned territory. Approximately 50% travel. Some overnight travel may also be required
• Environmental industry knowledge
• Valid driver's license
• Professional working proficiency in English is a requirement, including the ability to read, write and speak in English
• Authorization to work in the United States indefinitely without restriction or sponsorship
• Degree in Sciences or related field preferred but not required
• Lab experience and exposure to environmental industry preferred
• Sales specific skills of identification of prospects, interviewing, negotiating, and closing
• Writing sales and account plans
• Familiarity with lab functions and terminology