Sales Account Executive

Summary

Join Eurofins Environment Testing as a Sales professional on the West Coast and exceed revenue goals for your assigned region. You will manage client accounts, identify business opportunities, and acquire new accounts to sustain business growth. Responsibilities include developing and implementing account plans, negotiating Master Service Agreements, and providing valuable customer interface. You will also forecast sales, monitor accounts receivable, and develop strategies for pricing and bid/no-bid decisions. This role requires strong communication, analytical, and sales skills, along with a BS/BA in science or a related field and 2-3 years of sales experience in a service industry. Travel is required (50%).

Requirements

• BS/BA in Sciences or related field
• Minimum 2-3 years progressively successful sales experience in a service industry
• Candidates must live in the West Coast region
• Must be able to travel 50%
• 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
• 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

Responsibilities

• Responsible for meeting and exceeding individual revenue as well as the goal for assigned region, market sectors and book of business
• Exceeds minimum expectations in terms of CRM usage, entry and follow-up per company policy
• Establishes and maintains a productive working relationship between the client and laboratory. Clearly aligns oneself with the goals of the Business Unit in terms of pricing, services and objectives
• Ensures customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities
• Provides sales plan forecast for assigned region and specific market sectors related to specialty markets
• 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 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
• 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
• Completes all trainings, submits expenses and timecards per company policy
• Attend sales meetings, 1 on 1 with Sales Director and Senior Operations Management consistently
• Travel throughout the West Coast required 50%
• Other duties as needed

Preferred Qualifications

Lab experience and exposure to environmental industry preferred

Benefits

• Comprehensive medical coverage
• Life and disability insurance
• 401(k) with company match
• Paid holidays and vacation
• Personal days
• Dental and vision options
• Compensation Range: $80,000 - $100,000 base per year, depending on experience and qualifications, with annual bonus eligibility