Sales Account Executive (Indoor Air Quality Lab Services) – Eurofins Built Envir

Overview

The Sales Account Executive is a client-facing outside sales role operating within an assigned region. This involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division. Built Environment provides Indoor Air Quality (IAQ) testing for mold, asbestos, Legionella, and related concerns. The Account Executive will travel throughout the region to meet with clients and is expected to originate and cultivate new business as well as maintain relationships with existing customers. Knowledge of the environmental industry, specifically IAQ laboratory testing, is ideal. Assigned region includes Washington DC, Virginia and Maryland.

Responsibilities

• 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 and communicate Eurofins services to new customers and markets.
• Identify opportunities and profitable work by following up on leads, negotiating, and closing.
• Serve as a customer advocate, communicating needs to internal teams (management, operations, technical staff, quoters, project managers) to fulfill commitments.
• Meet individual revenue goals for the assigned region and maintain a productive relationship between client and laboratory.
• Ensure customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities.
• Provide sales plan forecasts for the assigned region and monitor accounts receivable as needed.
• Develop pricing strategies, bid
  o-bid decisions, master service agreements, and budgetary information.
• Develop client profiles, qualify leads, track opportunities, and close deals to increase revenue.
• Maintain and update customer databases to identify business opportunities and forecast sales activities.
• Coordinate with Customer Service Managers and Project Managers to facilitate successful completion of work.
• Prepare summaries of sales development activities and communicate opportunities (bids, quotes, proposals, pricing) to the organization.
• Follow up on outstanding bids and price inquiries to achieve a successful sales cycle.
• Negotiate pricing and contractual issues with GM approval when necessary.
• Present Eurofins Environment Testing as a network of laboratories to improve operational efficiencies and manage expenses related to selling functions.
• Act as sponsor for National Accounts as needed and provide market condition feedback to support new product/service development.
• Maintain relationships with network facilities to stay informed about operational issues affecting customer requirements.
• Provide forecasting information to support operational planning and assist with the development of sales materials.
• Identify opportunities for new products and services within the assigned region.

Qualifications

Basic Minimum Qualifications:

• Degree in Sciences or related field preferred but not required
• Minimum 2-3 years progressively successful sales experience in a service industry
• Ability and willingness to travel throughout the assigned territory; some overnight travel may be required
• Environmental industry knowledge
• Valid driver’s license

The ideal candidate would possess :

• Sales skills including identification of prospects, interviewing, negotiating, and closing
• Strong interpersonal and written/verbal communication skills
• Sales acumen and ability to work with lab terminology and environmental industry concepts
• Experience in writing sales and account plans, planning skills, and self-directed work style
• Familiarity with lab functions and terminology; analytical and computer skills
• Ability to work in an unstructured environment

Additional Information

• Authorization to work in the United States indefinitely without restriction or sponsorship
• Professional working proficiency in English (reading, writing, speaking)
• This is a full-time role, Monday through Friday
• Salary Range: minimum of $70,000/yr base + Commission with benefits, PTO and company matching 401K; higher ranges may apply with IAQ/sales experience
• EEO: Eurofins Environment Testing is an Equal Opportunity Employer; diversity and inclusion are valued

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