Sales Account Executive (Laboratory Testing) – Eurofins Built Environment Testing East – New England

About the role

The Sales Account Executive is a client-facing outside sales role operating within an assigned region of the New England states. This involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division.

Responsibilities

• Maximizes market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
• Establishes and maintains productive relationships with Eurofins clients.
• Provides vision and acquire new accounts to sustain growth of the business by representing Eurofins, clearly communicating Eurofins services to new customers and markets.
• Identifies opportunities and profitable work by following up on leads, negotiating, and closing.
• Provides a valuable interface between the customer and Eurofins by communicating the customer’s needs to the internal organization and fulfilling the role of customer advocate while teaming with a strong internal team from management, operations, technical staff, quoters, and project managers.
• Responsible for meeting individual revenue as well as the goal for assigned region.
• Ensures customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities.
• Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work.
• 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.
• Establishes, coordinates, negotiates, and completes Master Service Agreements with customers which both defines customers’ specific needs and streamline processes.
• Monitors accounts receivable status for accounts assigned and resolves collection issues as required.
• Develops, recommends strategies to facilitate pricing and bid/no bid decisions, establish Master Service agreements and provide budgetary information.
• Determines potential and ability to fund work.
• Develops, qualifies, tracks, and closes leads to increase revenue.
• Updates customer databases to identify business opportunities.
• Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) by providing copies or entering information into Eurofins Environment Testing’s database.
• Negotiates pricing and contractual issues within area of responsibility with the approval of the GM.
• Presents Eurofins 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.
• Aids in 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.

Qualifications

• Basic Minimum Qualifications: Degree in Sciences or related field preferred but not required. 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.
• The Ideal Candidate Would Possess Sales specific skills of identification of prospects, interviewing, negotiating, and closing. Strong interpersonal skills. Excellent written and verbal communication skills. Sales acumen/sales skills. Lab experience and exposure to environmental industry preferred. Writing sales and account plans. Working computer skills. Familiarity with lab functions and terminology. Analytical skills. Planning skills. Self-directed. Ability to work in an unstructured environment.