Position Summary: The Sales Account Executive is a client facing outside sales role operating within an assigned region of Washington D.C., Maryland, and Virginia. This involves identifying and managing client accounts and business opportunities for Eurofins Built Environment Testing Division. Built Environment is a group of laboratories that provides Indoor Air Quality (IAQ) testing for things such as mold, asbestos, Legionella, etc.
The Account Executive will travel throughout the region to meet with clients. This individual must be comfortable with cold calling and taking initiative to bring in new business as well as cultivate existing relationships. Knowledge and understanding of environmental laboratory testing is ideal, specifically in indoor air quality testing, asbestos, mold, metals and lead, USP797 and ST108 testing or Legionella testing.
Essential Duties and Responsibilities
As part of the sales team, you will focus on:
- Maximizing market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market.
- Establish and maintain productive relationships with Eurofins clients.
- Provide vision and acquire new accounts to sustain growth of the business by representing Eurofins, clearly communicating Eurofins services to new customers and markets.
- Identify opportunities and profitable work by following up on leads, negotiating, and closing.
- Provide a valuable interface between the customer and Eurofins by communicating the customer’s needs to the internal organization and fulfilling the role of customer advocate while teaming with a strong internal team from management, operations, technical staff, quoters, and project managers.
Account Executive responsibilities include, but are not limited to, the following:
- Responsible for meeting individual revenue as well as the goal for 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 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 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 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 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 which both defines customers’ specific needs and streamline processes.
- Within area of market responsibility 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 inquires) by providing copies or entering information into Eurofins Environment Testing’s database.
- Follows up on all outstanding bids, quotes, proposals, and price inquiries in order to achieve successful completion of the sales cycle.
- Negotiates pricing and contractual issues within 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 area of responsibility to facilitate the development of new products and services.
- Maintains relationship with one or more of Eurofins Environment Testing’s network facilities to sustain awareness of operational issues related to Eurofins Environment Testing’s ability to meet customer requirements.
- 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 staff with resource and operational planning.
- Assists with the development of sales materials.
- Gathers and communicates intelligence information on competitors within area of responsibility.
- Identifies and communicates opportunities for new products and services within assigned region.