Sales Account Executive

Sales Account Executive - Eurofins Built Environment Testing

Eurofins Scientific is a network of independent companies providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins laboratories work to ensure the products they supply are safe, their ingredients are authentic, and labelling is accurate.

Eurofins is dedicated to delivering testing services that contribute to the health and safety of society and the planet, and to its corporate responsibility to protect the environment and ensure diversity, equity, and inclusion across the entire network of Eurofins companies.

With more than 20 U.S. locations, Eurofins Built Environment Testing offers Industrial Hygiene (IH) and Indoor Air Quality (IAQ) services to protect health in built environments. Clients include consultants, industry, real estate, healthcare, government, and homeowners. Services cover a wide range of tests, including asbestos (PLM/TEM), mold, bacteria, VOCs, allergens, Legionella, radon, lead, silica, and more.

Job Description

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. The Account Executive will travel throughout the region to meet with clients and prospects. This individual must be comfortable with cold calling and taking initiative to bring in new business and cultivate existing relationships. Knowledge and understanding of the environmental industry is essential, specifically Asbestos, Lead, Mold, and air testing. Assigned region is Arizona, Utah and Nevada. Candidate must be living in the Phoenix, AZ or Las Vegas, NV metropolitan areas and will need to spend two weeks in each location each month.

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 Sale Director.
• 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 Sales Director.
• 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 Sales Director.
• 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.
• Travel is required and candidate must be able to work in each Phoenix and Las Vegas location two weeks each month.
• Other duties as needed

Qualifications

Degree in Sciences or related field preferred but not required. Minimum 2-3 years progressively successful outside sales experience in a service industry. 5 years TIC (Testing, Inspection & Certification) experience preferred. Ability and willingness to travel throughout the assigned territory. Some overnight travel is required. Environmental industry knowledge preferred, specifically Asbestos, Lead, Mold, and air testing. Must reside in the Phoenix, AZ or Las Vegas, NV area. Valid driver's license. Authorization to work in the United States indefinitely without restriction or sponsorship. Professional working proficiency in English is a requirement, including the ability to read, write and speak in English.

The ideal candidate would possess:

• Sales specific skills of identification of prospects, interviewing, negotiating, and closing
• Strong interpersonal skills
• Excellent written and verbal communication skills
• Sales acumen/sales skills
• Lab experience and exposure to environmental industry preferred.
• Writing sales and account plans
• Working computer skills
• Familiarity with lab functions and terminology
• Analytical skills
• Planning skills
• Self-directed
• Ability to work in an unstructured environment

Additional Information

Compensation range: Up to $70,000 base, depending on experience and qualifications, plus a generous commission plan. Up to a $5K Sign-on Bonus available for highly qualified candidate. Position is full-time, Monday thru Friday.

Eurofins Environment Testing (USA) provides a compensation range for informational purposes, the actual base compensation may vary based upon, but not limited to, relevant experience and skill set, base compensation of internal peers, business sector, and geographic location.

What we Offer:

• Excellent full-time benefits including comprehensive medical coverage, dental, and vision options
• Life and disability insurance
• 401(k) with company match
• Paid vacation and holidays

We support your development! Do you feel you don't match 100% of the requirements? Don't hesitate to apply anyway! Eurofins companies are committed to supporting your career development.