Sales Account Executive; Laboratory Testing - Eurofins Built Environment Testing East - England

Job Description

The Sales Account Executive is a client‑facing outside sales role operating within an assigned region of the New England states. The role involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division, which provides Indoor Air Quality (IAQ) testing for mold, asbestos, Legionella, and more.

The Account Executive will travel throughout the region, meet with clients, perform cold calling, bring new business, and cultivate existing relationships. Knowledge of environmental laboratory testing, especially indoor air quality, USP
797, or Legionella testing, is ideal.

Approximately 50% travel within the New England territory is required.

• Maximize market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
• Establish and maintain productive relationships with Eurofins clients.
• Acquire new accounts to sustain business growth by representing Eurofins, clearly communicating services, and entering new markets.
• Identify opportunities and profitable work by following up on leads, negotiating and closing.
• Serve as a valuable interface between customers and Eurofins, communicating customer needs internally and acting as a customer advocate alongside management, operations, technical staff, quoters and project managers.

• Meet individual revenue goals and region objectives.
• Establish and maintain productive relationships between clients and the laboratory.
• Ensure customers are aware of Eurofins Environment Testing capabilities and services.
• Provide sales plan forecast for the assigned region.
• Review credit status of customers prior to submitting proposals.
• Monitor accounts receivable status and resolve collection issues.
• Develop and recommend pricing strategies, bid/no‑bid decisions, Master Service Agreements, and budgetary information.
• Create client profiles and assess potential and funding ability.
• Generate, qualify, track and close leads to increase revenue.
• Report sales activity in the assigned area.
• Update customer databases to identify business opportunities.
• Implement account plans detailing specific clients, revenue goals and objectives to achieve regional quotas.
• Identify key target markets and major accounts and develop strategies to attain market position and profitability.
• Define Master Service Agreements that meet customer needs.
• Collect and document market information, evaluate pricing and ensure win/loss ratios and profitability.
• Communicate customer needs to Internal Teams and facilitate successful completion of work.
• Summarize sales development activities for management.
• Record business opportunities in the Eurofins database.
• Follow up on outstanding bids, quotes, proposals and pricing inquiries.
• Negotiate pricing and contractual issues with GM approval.
• Present Environment Testing as a network of laboratories to improve operational efficiencies.
• Control selling expenses in compliance with policy and GM approval.
• Sponsor national accounts as needed.
• Provide market condition feedback to aid new product and service development.
• Maintain relationships with Eurofins network facilities to stay informed on operational issues.
• Report profit and pricing strategy outcomes to Customer Service Managers.
• Support development of sales materials.
• Gather competitive intelligence.
• Identify opportunities for new products and services.

• Degree in sciences or related field preferred, not required.
• 2–3 years of progressive sales experience in a service industry.
• Willingness and ability to travel 50% of the time, including overnight stays.
• Knowledge of the environmental industry.
• Valid driver’s licence.

• Proficiency in prospect identification, interviewing, negotiating and closing.
• Strong interpersonal, written and verbal communication skills.
• Sales acumen and experience.
• Lab experience and exposure to the environmental industry.
• Ability to write sales and account plans.
• Computer skills.
• Familiarity with laboratory functions and terminology.
• Analytical and planning skills.
• Self‑directed with ability to work in an…