Sales Account Executive - Eurofins New England Testing - North Kingstown, RI

Company: Eurofins USA
Location: North Kingstown
Posted on: January 12, 2022

Job Description:

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 works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate. Eurofins believes it is a global leader in food, environmental, pharmaceutical and cosmetics products testing and in agroscience CRO services. It is also one of the global independent market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, CDMO, advanced material sciences and in the support of clinical studies.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to over 55,000 staff across a network of more than 1000 independent companies in over 50 countries and operating more than 800 laboratories. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products, as well as providing innovative clinical diagnostic testing services, as one of the leading global emerging players in specialised clinical diagnostics testing.

In 2020, Eurofins generated total revenues of EUR --- 5.4billion, and has been among the best performing stocks in Europe over the past 20 years.

Job Description

Sales personnel, within assigned region, identifies and manages client accounts and business opportunities of Eurofins Environment Testingto include Advanced Technology, Federal Programs and Commercial Business Units 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's needs to the internal organization and fulfilling the role of customer advocate.

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 Environment Testingcapabilities and services to improve selling opportunities.
Provides sales plan forecast for assigned region.
Reviews credit status of both new and existing customers prior to submitting bids or proposals for new work.
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 the Eurofins Environment Testingorganization.
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 Environment Testingand 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 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
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 Environment Testing's 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.
Presents Eurofins Environment Testingas a network of laboratories not limited to lab facilities within a geographical region to improve operational efficiencies.
Controls expenses with respect to the selling function pursuant to
Eurofins Environment Testing's 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 Environment Testing's network facilities to sustain awareness of operational issues related to Eurofins Environment Testing's 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

Qualifications

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. (List three to five key quantifiable skills or position requirements that the candidate must have to be considered for this position.)
BS/BA in Sciences or related field
Minimum 2-3 years progressively successful sales experience in a service industry. 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
Written and verbal communication skills
Analytical skills
Planning skills
Sales specific skills of identification of prospects, interviewing, negotiating, and closing
Sales acumen
Ability to work in an unstructured environment
Self-directed

Additional Information

Eurofins Environment Testing Businesses in US are routinely engaged in Federal Contracts. Federal Government vaccination mandates apply to staff working in these businesses. Successful applicants will be required to confirm vaccination status or demonstrate eligibility for medical or religious exemptions prior to commencing employment.

Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.

EVOLUTION:

In a fast growing group, successful leaders are frequently being offered increased areas of responsibility (subject to geographic mobility).

Eurofins offers international opportunities to strong performers.

Eurofins is aM/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.

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