Sales Account Executive - Remote/Hybrid (San Francisco Bay Area or Orange County)

Job Description

The Account Executive is sales personnel, within assigned region, identifies and manages client accounts and business opportunities of Eurofins Environment Testing Southwest, Calscience, to 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 Calscience clients. Provides vision and acquires new accounts to sustain growth of the business by representing Eurofins Calscience, clearly communicating Eurofins Calscience 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 Calscience by communicating the customer’s needs to the internal organization and fulfilling the role of customer advocate.

Account Executive responsibilities include, but are not limited to, the following :

• 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 Calscience capabilities 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 Calscience 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 Calscience 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 evaluates Eurofins Calscience’s ability to meet customer requirements to meet win / loss ratios, average discount percentages and profitability.
• Effectively communicates customer needs and wants to Eurofins Calscience
• 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 Calscience’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 Calscience 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 Calscience’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 Calscience’s network facilities to sustain awareness of operational issues related to Eurofins Calscience’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.

The ideal candidate would possess :

• 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
• Self-directed
• Ability to work in an unstructured environment

Qualifications

• BS / BA in Sciences or related field
• Minimum 2-3 years progressively successful sales experience in a service industry
• Authorization to work in the United States indefinitely without restriction or sponsorship

Additional Information

Position is full-time, Monday-Friday, 8 a.m.-5 p.m., with overtime as needed. Candidates are eligible to work remotely without sponsorship or visa for this position.

Candidates commutable to Eurofins Calscience are encouraged to apply.

Salary ranges between $80,000 to $100,000 with benefits, PTO and company matching 401(k) plan.

Eurofins Environment Testing (USA) provides a compensation range for informational purposes, the actual base salary may vary based upon, but not limited to, relevant experience and skill set, base salary of internal peers, business section, and geographic location

We support your development! Do you feel you don’t match 100% of the requirements? Don’t hesitate to apply anyway! Eurofins companies are committed to supporting your career development.

We embrace diversity! Eurofins network of companies believe in strength and innovation through diversity, being an Equal Opportunity Employer.

We prohibit discrimination against employees or applications based on gender identity and / or expression, race, nationality, age, religion, sexual orientation, disability, and everything else that makes employees of Eurofins companies unique.

Sustainability matters to us! We are well on our way to achieving our objective of carbon neutrality by 2025, through a combination of emission reduction and compensation initiatives.

We encourage our laboratory leaders to make sustainable changes at their local level, and in addition to their initiatives we also count on our dedicated carbon reduction team to help us to achieve this goal!