Sales Account Executive

Summary

Join our team as an Account Executive and play a key role in identifying and managing client accounts and business opportunities for Eurofins Reservoirs - Built Environment Testing. This position will allow for hybrid, remote work within the Rocky Mountain territory.

Requirements

• BS/BA in Sciences or related field
• Minimum 2-3 years progressively successful sales experience in a service industry
• Authorization to work in the United States indefinitely without restriction or sponsorship

Responsibilities

• Establish and maintain productive relationships with Eurofins Built Environment Testing clients
• Provide vision and acquire new accounts to sustain growth of the business by representing Eurofins Built Environment Testing, clearly communicating Eurofins Built Environment Testing services to new customers and markets
• Identify opportunities and capture profitable work by following up on leads, negotiating, and closing
• Provide a valuable interface between the customer and Eurofins Built Environment Testing by communicating the customer needs to the internal organization and fulfilling the role of customer advocate
• 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 Built 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 Built 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 Built 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 Built 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 Built 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 Built Environment Testing’s database
• Follows up on all outstanding bids, quotes, proposals, and price inquiries to achieve successful completion of the sales cycle
• Negotiates pricing and contractual issues within area of responsibility with the approval of the GM
• Presents Built 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 Built 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 Built Environment Testing’s network facilities to sustain awareness of operational issues related to Eurofins Built 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

Preferred Qualifications

• Lab experience and exposure to environmental industry preferred
• Writing sales and account plans
• Working computer skills
• Excellent written and verbal communication skills
• Selling skills
• Familiarity with lab functions and terminology
• Strong interpersonal skills
• Written and verbal communication skills
• Analytical skills
• Planning skills
• Sales specific skills of identification of prospects, interviewing, negotiating, and closing
• Sales acumen
• Self-directed
• Ability to work in an unstructured environment
• Experience in Asbestos, Mold, Lead or other environmental testing services

Benefits

• Excellent full-time benefits including comprehensive medical coverage
• Dental and vision options
• Life and disability insurance
• 401(k) with company match
• Paid vacation and holidays