Sales Account Executive - Remote/Hybrid
Hybrid · Remote · Los Angeles, CA, US... more
Hybrid · Remote · Los Angeles, CA, US... more
Job Description
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