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

Sales Account Executive (Laboratory Testing)

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins laboratories work with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic, and labelling is accurate.

Job Description

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. Built Environment is a group of laboratories that provides Indoor Air Quality (IAQ) testing for things such as mold, asbestos, Legionella, etc.

The Account Executive will travel throughout the region to meet with clients. This individual must be comfortable with cold calling and taking initiative to bring in new business as well as cultivate existing relationships. Knowledge and understanding of environmental laboratory testing is ideal, specifically in indoor air quality testing, USP797 testing or Legionella testing.

This role will travel throughout the territory (New England states). Approximately 50% travel.

As part of the sales team, you will focus on:

• Maximizing market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
• Establish and maintain productive relationships with Eurofins clients.
• Provide vision and acquire new accounts to sustain growth of the business by representing Eurofins, clearly communicating Eurofins services to new customers and markets.
• Identify opportunities and profitable work by following up on leads, negotiating, and closing.
• Provide 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.

Account Executive responsibilities include, but are not limited to, the following:

• 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 inquires) 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.

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

Additional Information

Requirements:

• Authorization to work in the United States indefinitely without restriction or sponsorship
• Professional working proficiency in English is a requirement, including the ability to read, write and speak in English

This position will be a full-time role, Monday - Friday. Candidates residing within the New England states are encouraged to apply.

Salary Range: minimum of $70,000/yr base + Commission with benefits, PTO and company matching 401K plan. **Salary range could be higher for candidates with specific sales experience in environmental testing, especially Indoor Air Quality (IAQ) testing.

Eurofins Environment Testing (USA) provides a compensation range for informational purposes, the actual base salary may vary based upon, but not limited to, relevant experience and skill set, base salary of internal peers, business sector, and geographic location.

As a Eurofins employee, you will become part of a company that has received national recognition as a great place to work. we offer excellent benefits including comprehensive medical coverage, life and disability insurance, 401(k) with company match, paid holidays, paid time off, and dental and vision options.

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