Senior Sales Account Executive (Legionella Lab Testing Services) - Eurofins Built Environment Testing East - NYC and New York State

Company Description

Eurofins Scientific is an international life sciences company, 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 with the biggest companies in the world 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.

Job Description

This role would be part of Eurofins Built Environment Testing. Built Environment is a group of laboratories that does indoor air quality testing for asbestos, mold and Legionella. For this sales role Eurofins is looking for someone with Legionella and USP 797 experience specifically. The territory would cover New York City and New York state.

Position Summary: Senior Account Executive integrates the roles of account executive and strategic market planning manager to achieve organic growth for Eurofins Built Environment Testing consistent with company overall  sales objectives. The Senior Account Executive position has two main functions, mentoring assigned Account Executives (AEs) to individual/team performance expectations of established Sales portfolio and partnering with operations and marketing to drive strategic plans to meet the overall Eurofins Built Environment Testing business strategy.

Essential Duties and Responsibilities:

• 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 Built Environment Testing capabilities and  services to improve selling opportunities.
• Provides sales plan forecast for assigned region.
• 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 Eurofins Built Environment Testing.
• 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 Built 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 Built 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 Built Environment Testing Customer Service Managers and Project Managers to facilitate successful  completion of work.
• Completes summaries of sales development activities as directed by senior management.
• Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) by providing copies or entering information into company 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 senior management.
• Controls expenses with respect to the selling function pursuant to company policy and with approval by senior management.
• Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services.
• Maintains relationship with Eurofins Built Environment’s network facilities to sustain awareness of the company’s ability to meet a variety of customer requirements.
• Provides information concerning business opportunity outcomes with respect to win/lose ratios and future pricing strategies.
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