Sales Account Executive

Summary

Join Eurofins Environment Testing Southwest, Calscience as an Account Executive and maximize market share and profitability within your assigned region. You will manage client accounts, identify business opportunities, and establish productive relationships. Responsibilities include meeting revenue goals, forecasting sales, reviewing credit statuses, developing account plans, and negotiating Master Service Agreements. The role requires strong communication, sales, and analytical skills, along with a BS/BA in Sciences or a related field and at least 2-3 years of sales experience in a service industry. Eurofins offers a competitive compensation package and excellent benefits, including comprehensive medical coverage, life and disability insurance, 401(k) with company match, paid holidays, and paid time off.

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

• Meet individual revenue as well as the goal for assigned region
• Establish and maintain a productive working relationship between the client and laboratory
• Ensure customer awareness of Eurofins Calscience capabilities and services to improve selling opportunities
• Provide sales plan forecast for assigned region
• Review credit status of both new and existing customers prior to submitting bids or proposals for new work
• Monitor accounts receivable status for accounts assigned and resolve collection issues as required
• Develop and recommend strategies to facilitate pricing and bid/no bid decisions, establish Master Service agreements and provide budgetary information
• Develop client profiles and determine potential and ability to fund work
• Develop, qualify, track, and close leads to increase revenue
• Report sales activity within assigned area
• Update customer databases to identify business opportunities
• Maintain productive relationships between customers and the Eurofins Calscience organization
• Develop and implement account plans detailing specific clients, revenue goals and related account objectives to attain regional revenue quotas
• Identify key target markets and major accounts and develop strategies within assigned area of responsibility to attain market position for Eurofins Calscience and maintain profitability
• Establish, coordinate, negotiate, and complete Master Service Agreements with customers which both defines customers’ specific needs and streamline processes
• Within area of market responsibility collect and document information to establish pricing and evaluates Eurofins Calscience’s ability to meet customer requirements to meet win/loss ratios, average discount percentages and profitability
• Effectively communicate customer needs and wants to Eurofins Calscience Customer Service Managers and Project Managers to facilitate successful completion of work
• Complete summaries of sales development activities as directed by GM
• Communicate all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) by providing copies or entering information into Eurofins Calscience’s database
• Follow up on all outstanding bids, quotes, proposals, and price inquiries in order to achieve successful completion of the sales cycle
• Negotiate pricing and contractual issues within area of responsibility with the approval of the GM
• Present Calscience as a network of laboratories not limited to lab facilities within a geographical region to improve operational efficiencies
• Control expenses with respect to the selling function pursuant to Eurofins Calscience’s policy and with approval by GM
• Assume role as “sponsor” for National Accounts as needed
• Provide feedback on market conditions within area of responsibility to facilitate the development of new products and services
• Maintain relationship with one or more of Eurofins Calscience’s network facilities to sustain awareness of operational issues related to Eurofins Calscience’s ability to meet customer requirements
• Provide information concerning business opportunity outcomes with respect to win/lose ratios and future pricing strategies
• Provide forecasting information to Customer Service Managers to assist operational staff with resource and operational planning
• Assist with the development of sales materials
• Gather and communicate intelligence information on competitors within area of responsibility
• Identify and communicate opportunities for new products and services within assigned region

Preferred Qualifications

• Lab experience and exposure to environmental industry
• 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

Benefits

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