Sales Account Executive; Laboratory Testing Services – Eurofins Built Environment Testing East

Company Description

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.

Eurofins is dedicated to delivering testing services that contribute to the health and safety of society and the planet, and to its corporate responsibility to protect the environment and ensure diversity, equity, and inclusion across the entire network of Eurofins companies.

The Sales Account Executive is a client facing outside sales role operating within an assigned region of the Northeast. This involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division. Built Environment provides Indoor Air Quality (IAQ) testing for items such as mold, asbestos, Legionella, etc. The Account Executive will travel throughout the region to meet with clients.

This role requires comfort with cold calling, taking initiative to bring in new business, and cultivating existing relationships. Knowledge and understanding of environmental laboratory testing, specifically IAQ testing, USP
797 testing, or Legionella testing, is preferred.

• Maximize market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
• Establish and maintain productive relationships with Eurofins clients.
• Represent Eurofins to acquire new accounts and sustain growth by clearly communicating services to new customers and markets.
• Identify opportunities and profitable work by following up on leads, negotiating, and closing.
• Serve as a liaison between the customer and Eurofins, communicating customer needs to the internal organization and collaborating with management, operations, technical staff, quoters, and project managers.

• Meet individual revenue targets and regional goals.
• Maintain productive relationships between clients and the laboratory.
• Increase awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities.
• Provide sales plan forecasts for the assigned region.
• Review credit status of new and existing customers prior to bids or proposals.
• Monitor accounts receivable and resolve collection issues as required.
• Develop strategies for pricing, bids, Master Service agreements, and budgeting information.
• Develop client profiles and assess potential funding for work.
• Develop, qualify, track, and close leads to increase revenue.
• Report sales activity and update customer databases to identify opportunities.
• Maintain relationships with customers and the Eurofins Environment Testing organization.
• Develop and implement account plans with specific clients, revenue goals, and objectives.
• Identify key target markets and major accounts to attain market position and profitability.
• Coordinate and complete Master Service Agreements with customers to define needs and streamline processes.
• Collect and document pricing information and assess Eurofins’ ability to meet customer requirements to improve win/loss ratios and profitability.
• Communicate customer needs to Eurofins Environment Testing and related project managers to ensure successful completion of work.
• Complete summaries of sales development activities as directed by management.
• Communicate opportunities (bids, quotes, proposals, pricing inquiries) by updating Eurofins Environment Testing’s database.
• Follow up on outstanding bids, quotes, proposals, and price inquiries to close the sales cycle.
• Negotiate pricing and contract terms with GM approval when appropriate.
• Present Environment Testing as a network of laboratories to improve operational efficiencies.
• Control expenses related to selling activities in line with policy and approvals.
• Support National Accounts as needed.
• Provide market feedback to inform new…