Sales Account Executive (Hybrid) Eurofins Environment Testing, Denver
Eurofins
- Denver, CO
- $75,000-90,000 per year
- Permanent
- Full-time
- Responsible for meeting and exceeding individual revenue as well as the goal for assigned region, market sectors and book of business.
- Exceeds minimum expectations in terms of CRM usage, entry and follow-up per company policy
- Establishes and maintains a productive working relationship between the client and laboratory. Clearly aligns oneself with the goals of the Business Unit in terms of pricing, services and objectives.
- Ensures customer awareness of Eurofins Environment Testing capabilities and services to improve selling opportunities.
- Provides sales plan forecast for assigned region and specific market sectors related to specialty markets.
- 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 Testing 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 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 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 Testing as 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.
- Gathers and communicates intelligence information on competitors within area of responsibility.
- Identifies and communicates opportunities for new products and services within assigned region.
- Completes all trainings, submits expenses and timecards per company policy.
- Attend sales meetings, 1 on 1 with Sales Director and Senior Operations Management consistently.
- Travel throughout the West Coast required 20% - 30%
- 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
- Candidates must live near the Denver, CO area.
- Must be able to travel 20%-30%
- 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
- Self-directed
- Ability to work in an unstructured environment