Account Manager II (Eurofins Discovery - Central) - Eurofins

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

Position Summary:

At Eurofins, client relationships are our top priority. We're looking for a dedicated and personable account manager to maintain and grow existing client accounts through the direct sales channel. The goal of the role is to present our full Eurofins Discovery capabilities and provide solutions to our clients through a close partnership and understanding of our customer's work and potential needs while providing excellent interactions that provide value to the customer.

Essential Duties and Responsibilities:

• Manage a portfolio of existing customer accounts assigned to the account manager to maintain and grow sales in order to achieve the customer's goals.
• Determine and implement optimum marketing and sales outreach strategies on an account by account basis to insure customer is aware of offerings of interest pertinent to their specific needs.
• Understand pricing throughout the portfolio, leverages pricing as a competitive advantage, understand the internal Eurofins Discovery operations sufficiently to utilize those processes to leverage pricing and provide options to the customer.
• Provide positive long-term contact for the customer to address their needs as they arise. Act as the sales management point of contact to handle customers' individual needs.
• Works closely with internal technical teams and client services to present our offering and close business, set up pricing and invoicing terms.
• Resolve conflicts and provide solutions to customers in a timely manner
• Report on the status of accounts and transactions. Develop KPIs for each account to demonstrate success in growing the account.
• Set and track sales account targets, aligned with company objectives. Report monthly.
• Develop business plans to grow the accounts on account-by-account basis and monitor against the goals of the plan on a quarterly basis. Pivoting the plan based on changes in customer need as pertinent.
• Keep the CRM up to date by monitoring accuracy and utilizing it appropriately for account management and business forecasting.
• Track the change in the organization as the customer's staff changes or acquisition occurs for each account. Follow the moves and work with territory Business Development Managers to provide contacts for them to pursue new business if pertinent.
• Develop quarterly and annual sales forecasts based on the account business plan.
• Monitor sales metrics (e.g. quarterly sales results and annual forecasts)
• Suggest actions to improve sales performance and identify opportunities for growth.
• Establish the dedicated Client Services staff to insure customer management.
• Work to push transactional sales to eCom through customer education and monitoring.
• Complete expense reports as per policy

Qualifications

Basic Minimum Qualifications (BMQ):

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill or ability required.

Education/Experience (BMQ):

• Bachelor's or Master's degree in communications, marketing, business administration and/or technical background in drug discovery related disciplines.
• 2+ years in technical sales and/or account management.

Ability and/or Skills (BMQ):

• Excellent computer skills including experience with Microsoft Office, social media platforms, and other web-based applications
• Excellent communication (oral and written) and attention to detail
• Strong business development, organization, negotiation, scientific, and organizational skills, ability to multi-task
• Knowledge of and the ability to master Sales tools su