Senior Sales Account Executive; Legionella Lab Testing Services - Eurofins Built Environment T

Senior Sales Account Executive (Legionella Lab Testing Services) – Eurofins Built Environment Testing East – NYC and New York State

Role within Eurofins Built Environment Testing. Built Environment is a group of laboratories that conducts indoor air quality testing for asbestos, mold and Legionella. For this sales role Eurofins is seeking someone with Legionella and USP 797 experience. The territory covers New York City and New York State.

Position Summary: The 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 sales objectives. The Senior Account Executive mentors assigned Account Executives (AEs) to meet individual/team performance expectations of the established sales portfolio and partners 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 the 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 the 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 the 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 the area of responsibility to attain market position and profitability.
• Establishes, coordinates, negotiates, and completes Master Service Agreements with customers to define needs and streamline processes.
• Within the 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, discount percentages and profitability.
• Effectively communicates customer needs 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 (bids, quotes, proposals, and pricing inquiries) by providing copies or entering information into the company database.
• Follows up on outstanding bids, quotes, proposals, and price inquiries to complete the sales cycle.
• Negotiates pricing and contractual issues within area of responsibility with senior management approval.
• Controls expenses with respect to the selling function pursuant to company policy and with approval by senior management.
• Provides feedback on market conditions to facilitate development of new products and services.
• Maintains relationships with Eurofins Built Environment’s network facilities to sustain awareness of the company’s capabilities.
• 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 planning.
• Assists with the development of sales materials and gathers competitive intelligence.
• Identifies and communicates opportunities for new products and services within the assigned region.

Qualifications

Basic Minimum Qualifications (BMQ):

• BS/BA required (preferably in Science or related field); MBA desirable.
• A minimum of 5 years of sales and sales…