Sales Account Executive (Laboratory Testing Services) - Eurofins Built Environment - Georgia

Description

• Maintains productive relationships between customers and the Eurofins Environment Testing organization.
• Assists with the development of sales materials.
• Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services.
• Establishes and maintains a productive working relationship between the client and laboratory.
• Gathers and communicates intelligence information on competitors within area of responsibility.
• Controls expenses with respect to the selling function pursuant to Eurofins Environment Testing’s policy and with approval by GM.
• Maximizing market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
• Develops and implements account plans detailing specific clients, revenue goals and related account objectives to attain regional revenue quotas.
• Agreements with customers which both defines customers’ specific needs and streamline processes.
• 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.
• 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.
• 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.
• Provides information concerning business opportunity outcomes with respect to win/lose ratios and future pricing strategies.
• Writing sales and account plans
• Responsible for meeting individual revenue as well as the goal for assigned region.
• Updates customer databases to identify business opportunities.
• Develops client profiles and determines potential and ability to fund work.
• 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.
• Follows up on all outstanding bids, quotes, proposals, and price inquiries in order to achieve successful completion of the sales cycle.
• Monitors accounts receivable status for accounts assigned and resolves collection issues as required.
• Provides sales plan forecast for assigned region.
• Provides forecasting information to Customer Service Managers to assist operational staff with resource and operational planning.
• Provide vision and acquire new accounts to sustain growth of the business by representing Eurofins, clearly communicating Eurofins services to new customers and markets.
• Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work.
• Identify opportunities and profitable work by following up on leads, negotiating, and closing.
• Develops, qualifies, tracks, and closes leads to increase revenue.
• Ensures customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities.
• Effectively communicates customer needs and wants to Eurofins Environment Testing
• Establishes, coordinates, negotiates, and completes Master Service
• 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.
• Develops and recommends strategies to facilitate pricing and bid/no bid decisions, establish Master Service agreements and provide budgetary information.
• Assumes role as “sponsor” for National Accounts as needed.
• Reports sales activity within assigned area.
• Identifies and communicates opportunities for new products and services within assigned region.
• Presents Environment Testing as a network of laboratories not limited to lab facilities within a geographical region to improve operational efficiencies.
• Customer Service Managers and Project Managers to facilitate successful completion of work.
• Negotiates pricing and contractual issues within area of responsibility with the approval of the GM.
• Establish and maintain productive relationships with Eurofins clients.

Requirements

The Sales Account Executive is a client facing outside sales role operating within an assigned region. This involves identifying and managing client accounts and business opportunities for Eurofins Environment Testing Division. 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 and cultivate existing relationships. Knowledge and understanding of the environmental industry is essential, specifically indoor air quality.

• Analytical skills
• Sales acumen/sales skills
• Authorization to work in the United States indefinitely without restriction or sponsorship
• Sales specific skills of identification of prospects, interviewing, negotiating, and closing
• Planning skills
• Familiarity with lab functions and terminology
• Ability and willingness to travel throughout the assigned territory. Some overnight travel is required.
• Degree in Sciences or related field preferred but not required
• Professional working proficiency in English is a requirement, including the ability to read, write and speak in English
• Valid driver’s license
• Lab experience and exposure to environmental industry preferred.
• Working computer skills
• Ability to work in an unstructured environment
• Knowledge of environmental industry
• Excellent written and verbal communication skills
• Strong interpersonal skills
• Minimum 2-3 years progressively successful sales experience in a service industry

Benefits

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.

Base salary: $60,000 - 70,000/yr

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.

Training + Development

Interview process

Visa Sponsorship

Security clearance