Sales Account Executive (environmental Laboratory Testing Services) - Eurofins Environment Testing Southeast

Sales Account Executive (Environmental Laboratory Testing Services)

Eurofins Environment Testing is seeking a Sales Account Executive with Environmental Testing industry experience to cover the following territory: lower Mississippi, Alabama and the Florida Gulf Coast to Tallahassee.

Position Summary:

Sales personnel, within assigned region, identifies and manages client accounts and business opportunities of Eurofins Environment Testing USA to include Advanced Technology, Federal Programs, and Commercial Business to maximize market share, profitability, competitive advantage, and capacity utilization in the environmental analytical services market. Establishes and maintains productive relationships with clients. Provides vision and acquires new accounts to sustain growth of the business by representing Eurofins Environment Testing USA, clearly communicating our services to new customers and markets. Identifies opportunities and captures profitable work by following up on leads, negotiating, and closing. Provides a valuable interface between the customer and the company by communicating the customer's needs to the internal organization and fulfilling the role of customer advocate.

Essential Duties and Responsibilities:

• Responsible for meeting individual revenue as well as the goal for assigned region.
• Ensures customer awareness of Eurofins Environment Testing USA capabilities and services to improve selling opportunities.
• 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, 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 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 the organization 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 USA's ability to meet customer requirements to meet win/loss ratios, average discount percentages and profitability.
• Effectively communicates customer needs and wants to our 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 our 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 the company 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 company policy and with approval by GM.
• Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services.
• 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.

Basic Minimum Qualifications (BMQ):

Education/Experience(BMQ):

• BS/BA in Sciences or related field
• Minimum 2-3 years progressively successful sales experience in a service industry
• Lab experience and exposure to the environmental industry

Ability and/or Skills(BMQ):

• 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

Salary range: $60,000 - $75,000/yr base pay depending on experience. Additional quarterly commission.

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.

We support your development!

Do you feel you don't match 100% of the requirements? Don't hesitate to apply anyway! Eurofins companies are committed to supporting your career development.

We embrace diversity!

Eurofins network of companies believe in strength and innovation through diversity, being an Equal Opportunity Employer. We prohibit discrimination against employees or applications based on gender identity and/or expression, race, nationality, age, religion, sexual orientation, disability, and everything else that makes employees of Eurofins companies unique.

Sustainability matters to us!

We are well on our way to achieving our objective of carbon neutrality by 2025, through a combination of emission reduction and compensation initiatives. We encourage our laboratory leaders to make sustainable changes at their local level, and in addition to their initiatives we also count on our dedicated carbon reduction team to help us to achieve this goal!