Sales Account Executive; Laboratory Testing Services - Eurofins Built Environment Testing - Florida

Sales Account Executive (Laboratory Testing Services) - Eurofins Built Environment Testing - Florida

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.

Eurofins Built Environment Testing is seeking an experienced Sales Account Executive to cover Florida (North, Central, West, and Panhandle).

Sales personnel within the assigned region identify and manage client accounts and business opportunities of Eurofins Environment Testing America, including Advanced Technology, Federal Programs, and Commercial Business Units, to maximize market share, profitability, competitive advantage, and capacity utilization in the environmental analytical services market. The role establishes and maintains productive relationships with clients, acquires new accounts to sustain business growth, and clearly communicates services to new customers and markets.

Responsibilities include identifying opportunities, capturing profitable work by following up on leads, negotiating, and closing, and providing a valuable interface between the customer and Eurofins to communicate needs to internal organizations.

• 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 Environment Testing capabilities and services to improve selling opportunities.
• Provides sales plan forecast for the assigned region.
• Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work.
• Monitors accounts receivable status for assigned accounts and resolves collection issues as required.
• Develops and recommends strategies to facilitate pricing and bid/no bid decisions, establishes Master Service agreements, and provides 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 the Eurofins Environment Testing 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 the assigned area of responsibility to attain market position for Eurofins Environment Testing and maintain profitability.
• Establishes, coordinates, negotiates, and completes Master Service Agreements with customers that define specific needs and streamline processes.
• Collects and documents information to establish pricing and evaluate Eurofins 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 Environment Testing 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 inquiries) by providing copies or entering information into Eurofins Environment Testing’s database.
• Follows up on all outstanding bids, quotes, proposals, and price inquiries to achieve successful completion of the sales cycle.
• Negotiates pricing and contractual issues within the area of responsibility with the approval of the GM.
• Presents Environment Testing 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 Eurofins Environment Testing’s policy and with approval by GM.
• Assumes role as “sponsor” for National Accounts as needed.
• Provides feedback on market conditions within the area of…