Senior Sales Account Executive (legionella Lab Testing Services) - Eurofins Built Environment Testing East - NYC And New York State

Senior Sales Account Executive (Legionella Lab Testing Services)

This role would be part of Eurofins Built Environment Testing. Built Environment is a group of laboratories that does indoor air quality testing for asbestos, mold and Legionella. For this sales role Eurofins is looking for someone with Legionella and USP 797 experience specifically. The territory would cover New York City and New York state.

Position Summary: Senior Account Executive integrates the roles of account executive and strategic market planning manager to achieve organic growth for Eurofins Built Environment Testing consistent with company overall sales objectives. The Senior Account Executive position has two main functions, mentoring assigned Account Executives (AEs) to individual/team performance expectations of established Sales portfolio and partnering with operations and marketing to drive strategic plans to meet the overall Eurofins Built Environment Testing business strategy.

Essential Duties and Responsibilities:

• 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.
• 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 Eurofins Built Environment Testing.
• 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 senior management.
• Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) by providing copies or entering information into company 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 senior management.
• Controls expenses with respect to the selling function pursuant to company policy and with approval by senior management.
• Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services.
• Maintains relationship with Eurofins Built Environment's network facilities to sustain awareness of the company's ability to meet a variety of 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.

Basic Minimum Qualifications (BMQ):

Education/Experience (BMQ):

• BS/BA required (Preferably in Science or related field), MBA desirable
• A minimum of 5 years of sales and sales management experience in the environmental laboratory business.
• Lab experience and/or exposure to the environmental industry.
• Experience specifically with Legionella and USP 797 lab testing.

Ability and/or Skills (BMQ):

• Extensive knowledge of general business terms and concepts
• Prior management experience
• Sales techniques including sales management
• Effective leadership, mentorship and management skills
• Excellent written and verbal communication skills
• Planning skills
• Demonstrated ability to sell solutions as a result of active listening.
• Work with minimal supervision, self-directed
• Work with changing priorities
• Work in a matrix/team environment
• Professional presentation skills
• Growth mindset

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

Base salary: $75,000/yr + 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.