To deliver profitable new Food Testing business within an assigned geographical territory, primarily acquiring customers across relevant Food Microbiology and Food Chemistry services. The Sales Executive develops a portfolio of assigned smaller customers and identifies appropriate opportunities for additional testing and revenue growth.
The role works closely with designated Eurofins laboratories to understand service capabilities, available capacity and operational priorities, then targets customer requirements that can be delivered effectively and profitably. It is a proactive, customer-facing sales position, not a laboratory coordination or customer service role.
This is a full time role working 37.5 hours per week, Monday to Friday 09:00 till 17:00.
Must be based near to a Eurofins Food Testing site with an expectation to work in the offices up to two days a week, three days homebased, or on territory in the field.
- Take ownership of an assigned sales territory, researching, prospecting and securing new Food Testing customers.
- Create and execute a territory plan with clear prospect priorities, customer visits, sales activity and new business revenue objectives.
- Generate opportunities through outbound contact, referrals, local and regional networks, industry events, digital prospecting and marketing leads.
- Build relationships with food manufacturers and other relevant prospective Food Testing customers, identifying decision-makers and buying timescales.
- Maintain a qualified pipeline and convert opportunities from discovery through quotation, agreement and successful onboarding.
- Refer opportunities above the assigned segment to the appropriate BDM or Strategic BDM under agreed ownership rules.
- Build effective working relationships with designated laboratory managers, operational teams and technical specialists.
- Understand each designated laboratory’s testing capabilities, available capacity, sample suitability, turnaround requirements and agreed growth priorities.
- Prioritise prospects whose testing requirements match available capacity and can be delivered to the required quality and service standards.
- Work with laboratory colleagues to validate sample types, expected volumes, logistics and operational feasibility before making customer commitments.
- Share pipeline insight, anticipated testing volumes and customer requirements with laboratory colleagues to support capacity planning.
- Balance laboratory utilisation objectives with customer fit, commercial value and sustainable profitability; do not commit unapproved capacity or turnaround times.
- Develop an assigned portfolio of small to medium-sized Food Testing customers through regular contact, planned visits and structured account reviews.
- Identify additional relevant testing volumes and opportunities to introduce Food Chemistry alongside Food Microbiology where customer needs support this.
- Maintain simple account plans for priority customers, with agreed actions, revenue opportunities and relationship contacts.
- Work with Customer Service and laboratory colleagues to resolve commercial queries and maintain a positive customer experience.
- Escalate or refer customers whose expected annual spend moves outside the assigned segment in line with agreed commercial ownership arrangements.
- Progress qualified leads from the agreed lead qualification process promptly and take ownership of follow-up through to a commercial outcome.
- Use CRM, LinkedIn and other approved prospecting tools to research accounts, identify contacts and plan relevant customer engagement.
- Work with Marketing on targeted territory and laboratory-specific campaigns and follow up generated enquiries consistently.
- Understand customer testing needs, incumbent arrangements, service expectations and purchasing processes before developing a proposal.
- Prepare accurate quotations and customer proposals with input from technical and operational colleagues where needed.
- Maintain complete, accurate and timely CRM records covering customer activity, opportunity value, next actions, stage and forecast close date.
- Maintain sufficient qualified pipeline to support agreed new business and portfolio growth targets.
- Monitor lead conversion, prospecting effectiveness, customer acquisition and pipeline progression, taking action to improve results.
- Provide reliable forecasts and updates at regular sales and laboratory alignment reviews.
- Follow approved pricing, contract review and commercial governance processes, protecting margin and escalating exceptions for approval.
- Coordinate new customer onboarding with laboratory, Technical, Customer Service and other relevant colleagues, confirming specifications, sample logistics, service requirements and commercial terms.
- Maintain ownership of newly won customers during initial implementation and develop assigned smaller customer relationships in line with the agreed portfolio ownership model.
- Collaborate with the wider New Business and Account Management teams to avoid duplication and ensure clear ownership when opportunities change in size or scope.
- Share customer and market insight to support service development, territory priorities and laboratory planning.