Sales Account Executive, Hybrid

Eurofins Lancaster Laboratories, Environmental Testing is seeking an Sales Account Executive to join our sales team! 

The Account Executive is a sales position, within the assigned Virginia region that identifies and manages client accounts and new business opportunities of Eurofins.  The scope of work includes full service organic, inorganic, and specialty services provided by our Lancaster, PA based laboratory.  Clients and programs can reside in the industrial, commercial, consulting, and Federal business lines.

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, regional, and business unit revenue goals
• Establishes and maintains a productive working relationship between the client and laboratory.
• Ensures customer awareness of Eurofins capabilities and services to improve selling opportunities.
• Provides sales plan forecast for assigned region.
• 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.
• Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work.
• Reports sales activity within assigned area.
• Maintains productive relationships and communication between customers and the Eurofins  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 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 ability to meet customer requirements to meet win/loss ratios, average discount percentages and profitability.
• Teams with 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.
• Controls expenses with respect to the selling function pursuant to Eurofins 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 network facilities to sustain awareness of operational issues related to Eurofins 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.
• Monitors accounts receivable status for accounts assigned and resolves collection issues as required.

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
• 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