Sales Account Executive - Eurofins Analytics - Richmond (Ashland), VA

About the Role

Account Executive is responsible for driving revenue growth and expanding market share throughout the Eastern United States by promoting Environmental, Health & Safety (EHS) and Industrial Hygiene (IH) laboratory and consulting solutions. This role partners with industrial hygienists, EHS managers, safety professionals, environmental consultants, laboratories, and corporate accounts to deliver technical solutions that help clients protect worker health, maintain regulatory compliance, and manage environmental risk. Territory will include states east of the Mississippi River.

Responsibilities

• Develop and execute a strategic sales plan to achieve territory revenue and profitability goals.
• Identify, qualify, and close new business opportunities within industrial hygiene, environmental, occupational health, and EHS markets.
• Build and maintain relationships with corporate EHS leaders, Certified Industrial Hygienists (CIHs), safety professionals, environmental consultants, engineering firms, and government agencies.
• Promote laboratory services supporting asbestos, silica, metals, mold, indoor air quality, USP, microbiology, legionella, drinking water, and occupational exposure monitoring.
• Collaborate with customers to develop sampling strategies and recommend analytical solutions that meet OSHA, EPA, NIOSH, AIHA, ASTM, and state regulatory requirements.
• Prepare proposals, negotiate pricing, and manage contracts while ensuring customer satisfaction and long-term retention.
• Maintain an accurate sales pipeline, forecasts, and customer activity within the CRM.
• Partner with laboratory operations, project management, customer service, and technical experts to deliver exceptional service and turnaround times.
• Represent the company at AIHA, ASSP, NSC, and regional EHS conferences, trade shows, and networking events.
• Monitor industry trends, regulatory changes, and competitive activity to identify new business opportunities and provide market intelligence.

Requirements

• Bachelor’s degree in Environmental Science, Industrial Hygiene, Occupational Safety, Chemistry, Biology, Engineering, or a related field (or equivalent sales experience).
• 2-4+ years of outside sales or account management experience, preferably in laboratory services, environmental testing, industrial hygiene, occupational health, or EHS consulting.
• Strong understanding of industrial hygiene principles, environmental regulations, and laboratory analytical services.
• Experience selling to EHS managers, industrial hygienists, environmental consultants, manufacturing, pharmaceutical, healthcare, construction, or energy industries is preferred.
• Proven ability to develop strategic accounts, negotiate contracts, and consistently exceed sales targets.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM platforms (Salesforce, Microsoft Dynamics, HubSpot, or similar).
• Willingness to travel throughout the Eastern U.S. (approximately 40–60%).
• Authorization to work in the United States indefinitely without restriction or sponsorship.
• Professional working proficiency in English is required, including the ability to read, write, and speak in English.

Preferred Qualifications

• Existing relationships within the EHS, Industrial Hygiene, or environmental consulting community.
• Knowledge of OSHA, EPA, AIHA, NIOSH, USP, and occupational exposure assessment.
• Experience selling laboratory analytical services or technical environmental solutions.

Schedule

Position is full-time Monday - Friday (9am - 5pm).

Pay

Salary base range: $75,000 - $100,000/yr. Eurofins Environment Testing (USA) provides a compensation range for informational purposes; the actual base salary may vary based upon relevant experience, skill set, base salary of internal peers, business sector, and geographic location.

Benefits

• Comprehensive medical coverage.
• Life and disability insurance.
• 401(k) with company match.
• Paid holidays and paid time off.
• Dental and vision options.

The benefits package offered will vary based on the employee's full-time or part-time regular status.