Account Executive

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

Eurofins Lancaster Laboratories Environment Testing, LLC is searching for a Regional Account Manager for the Tri-State area of South Central/Eastern Pennsylvania, Southern Maryland and Southern Delaware.

The Regional Account Manager is a regional, outside sales position that identifies new opportunities and manages their accounts to include commercial opportunities focused in the local municipal market, industry and consultant segments. The goals are to maximize market share, profitability, competitive advantage and capacity utilization in the environmental analytical services market. Establishes and maintains productive relationships with Eurofins Environment Testing clients. Provides vision and acquires new accounts to sustain growth of the business by representing Eurofins Environment Testing, clearly communicating Eurofins Environment Testing services to new customers and markets. Identifies opportunities and captures profitable work by following up on leads, negotiating, and closing. Provides a valuable interface between the customer and Eurofins Environment Testing by communicating the customer needs to the internal organization and fulfilling the role of customer advocate.

This position will target business development and growth within 90 miles of the Lancaster laboratory and will require about 75% travel time. The position will require approximately one scheduled onsite day at the Lancaster laboratory site per week, with flexibility as needed. 

Essential Duties and Responsibilities: 

• Develop, qualify, track, and close leads/new business opportunities to grow revenue in the municipal market segment and meet the company and individual goals.
• Establishes and maintains a productive working relationship between the client and laboratory including sales management, inside business development, technical, and project management staff.
• Ensures customer awareness of Eurofins Lancaster Laboratories Environment Testing capabilities and services to improve selling opportunities.
• 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.
• Reports sales activity within assigned area via CRM system and reports.
• Maintains productive relationships between customers and the Eurofins Environment Testing organization.
• 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 contracts with support from the Eurofins legal team and Sales Director.
• 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
• Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) to the internal business development team to initiate and compete quotes and proposals and closes sales.
• Controls expenses with respect to the selling function pursuant to Eurofins Environment Testing’s policy.
• Provides forecasting information to Customer Service Managers to assist operational staff with resource and operational planning.
• This position will target business development and growth within 90 miles of the Lancaster laboratory and will require about 75% travel time.
• The position will require one scheduled onsite day at the Lancaster laboratory site. 

Qualifications

Basic Minimum Qualifications:

• BS/BA in Sciences or related field
• Minimum 2-3 years progressively successful sales experience in a service industry
• Aut