Account Executive - Eurofins Lancaster Laboratories Environment Testing, LLC

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, Environmental Testing is seeking an 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:

• Maximizingmarket 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.
• Identifyopportunities 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"