Account Manager - Inside Sales

Eurofins USA Food Testing•Brea, CA

1d•Onsite

About The Position

Eurofins Botanical Testing is hiring an Inside Sales, Account Manager. This role focuses on growing accounts, closing opportunities, and championing a cutting-edge botanicals portfolio within the Eurofins Botanicals Business Unit. The position is responsible for achieving annual sales plans and targets through transactional accounts on a global basis, managing inbound client calls, qualifying clients, and growing client relationships. The Account Manager will collaborate with account executives, manage an annual expense budget, and expand client requests through upselling. This role requires providing weekly sales activity reports, developing client call cycles, and gathering intelligence on key competitors. The Account Manager will also sell the business unit’s capabilities via web meetings, recognize and communicate sales opportunities for other business units, and set and manage customer expectations. Collaboration with companywide resources is essential for superior customer satisfaction, and organizing client visits may be required. The role utilizes Microsoft Dynamics 365/CRM for managing internal communication and documenting territory and client information, with a strong emphasis on Opportunity Management and accurate pipeline forecasting. Frequent email and phone contact with clients is expected, along with periodic contact of all current clients for cross-selling and new product information. Leveraging marketing, SMEs, and Opp staff for leads and collateral, co-calling on accounts with AEs, and evaluating quotations are key responsibilities. The role also involves assisting in determining margins and pricing, participating in proposal scope development, and supporting transactional clients. Social selling and outbound initiatives, including LinkedIn, eblasts, web conferences, regional meetings, trade shows, and symposia, are crucial for lead generation. Establishing, nurturing, and growing client relationships is a primary objective.

Requirements

Must come from within the Eurofins Botanicals Business Unit.
Bachelor’s degree in scientific or business field preferred
Moderate industry knowledge
2+ years sales or relevant business development experience within scientific or technical industry preferred
Effective communication & organizational skills
Ability to learn new tasks
Ability to think critically and solve problems quickly and efficiently
Proven direct engagement with mid-level and executive decision maker

Nice To Haves

Commutable to Madison, WI preferred

Responsibilities

Achieves annual sales plan and sales targets through transactional accounts on a global basis.
Handles inbound client calls, qualifies clients and if appropriate grows client relationships at the appropriate levels.
Collaborates effectively with account executives in business unit; brings potential opportunities to their attention.
Transfers accounts and client information to Account Executives.
Manages annual expense budget.
Expands client requests upselling for business unit.
Provides weekly sales activity reports to management.
Develops client call cycle to achieve objectives and sales plan; follows up on leads.
Provides general intelligence on key competitors.
Sells the business unit’s capabilities and differentiation frameworks via web meetings.
Recognizes and communicates sales opportunities for other business units.
Sets and manages customer expectations.
Collaborates with companywide resources to achieve superior customer satisfaction.
Organizes and hosts client visits if required.
Uses Microsoft Dynamics 365/CRM to manage internal communication and document territory and client information as required for the business unit.
Responsible for Opportunity Management and accurate pipeline forecasting.
Maintains frequent email and phone contact with clients.
Periodic contact of all current clients for cross selling and new product information.
Leverage Marketing, SMEs and Opp staff for leads and collateral to heighten clients’ awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases.
Co-calling on accounts with AEs to promote BU business; providing scientific/technical credibility.
Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
Collaborates effectively with sales executives from other Eurofins units to bring potential opportunities to their attention.
Assists in determining margins and pricing with Client Services.
Participates in proposal scope development as appropriate.
Supports transactional clients.
Leverage Social selling and outbound initiative including but not limited to Linked In, eblasts, and web conferences, Regional meetings, target account events, global trade shows in local venue, local symposia.
Creating leads from literature and industry events including peer reviewed journals, poster/symposium presenters and attendee lists.
Establishes, nurtures and grows client relationships at the appropriate levels.