Sales Account Executive - Remote/Hybrid

about 1 month ago
Full time role
Hybrid · Remote · Los Angeles, CA, US... more

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.
  • 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.
  • Develops and implements account plans detailing specific clients, revenue goals and related account objectives to attain regional revenue quotas.
  • 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 evaluates Eurofins ability to meet customer requirements to meet win/loss ratios, average discount percentages and profitability.
  • Effectively communicates customer needs and wants to Eurofins 
  • 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 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 as a network of laboratories not limited to lab facilities within a geographical region to improve operational efficiencies.
  • 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..
  • 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.

The ideal candidate would possess:

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