Sales Account Executive - Eurofins Built Environment Testing - availa

Overview

Eurofins Scientific is a network of independent companies providing analytical testing services to clients across multiple industries to make life and the environment safer, healthier and more sustainable. Eurofins laboratories work to ensure products are safe, ingredients authentic, and labeling is accurate. Eurofins is dedicated to delivering testing services that contribute to health and safety and to its corporate responsibility to protect the environment and ensure diversity, equity, and inclusion across the network.

Eurofins Built Environment Testing offers Industrial Hygiene (IH) and Indoor Air Quality (IAQ) services to protect health in built environments with more than 20 U.S. locations. Clients include consultants, industry, real estate, healthcare, government and homeowners, with tests such as asbestos (PLM/TEM), mold, bacteria, VOCs, allergens, Legionella, radon, lead, silica and more.

The Sales Account Executive is a client-facing outside sales role operating within an assigned region. This role involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division. The Account Executive will travel throughout the region to meet with clients and prospects, is comfortable with cold calling, and takes initiative to bring in new business while cultivating existing relationships.

Knowledge and understanding of the environmental industry is essential, specifically Asbestos, Lead, Mold, and air testing. Assigned region is Arizona, Utah and Nevada. Candidate must reside in the Phoenix, AZ or Las Vegas, NV metropolitan areas and will spend two weeks in each location each month.

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

• Meet revenue goals for the assigned region and maintain productive client-laboratory relationships.
• Ensure customer awareness of Eurofins environment testing capabilities and services to improve selling opportunities.
• Provide sales plan forecast for the assigned region and review credit status of new and existing customers before bids.
• Monitor accounts receivable and resolve collection issues as required.
• Develop and recommend pricing strategies, establish Master Service agreements, and provide budgetary information.
• Develop client profiles, identify funding potential, and track and close leads to increase revenue.
• Maintain customer databases and foster ongoing relationships with customers and the Eurofins organization.
• Develop and implement account plans with specific clients, revenue goals and objectives to meet regional quotas.
• Identify key target markets and major accounts and develop strategies to attain market position and profitability.
• Coordinate and complete Master Service Agreements with customers to define needs and streamline processes.
• Collect information to assess pricing and Eurofins ability to meet customer requirements to improve win/loss ratios and profitability.
• Communicate customer needs to internal teams and ensure successful project completion with project managers and customer service managers.
• Summarize sales development activities and report them to the Sales Director; maintain sales activity records in the database and follow up on bids, quotes, proposals, and pricing inquiries to close the sales cycle.
• Negotiate pricing and contractual terms within area of responsibility with Sales Director approval; present Eurofins as a network of laboratories to improve operations.
• Control selling expenses per policy; act as sponsor for National Accounts as needed.
• Provide market feedback to develop new products and services and maintain relationships with network facilities to meet customer requirements.
• Provide forecasting information to Customer Service Managers to assist with resource planning and operations; assist with sales materials and competitive intelligence.
• Identify opportunities for new products and services within the assigned region; travel is required and candidates must be able to work in both Phoenix and Las Vegas locations two weeks per month.
• Other duties as needed.

• Degree in Sciences or related field preferred but not required.
• Minimum 2-3 years progressively successful outside sales experience in a service industry.
• 5 years TIC (Testing, Inspection & Certification) experience preferred.
• Ability and willingness to travel…