Regional Account Manager

Eurofins•Buffalo, NY

2d•$70 - $75

About The Position

Eurofins Buffalo Environment Testing Northeast, LLC is searching for a Regional Account Manager to support growth in the New York Upstate region. The Regional Account Manager is a regional, outside sales position that identifies new opportunities and manages their accounts to include commercial opportunities focused in the local municipal market, industry and consultant segments. The goals are 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 needs to the internal organization and fulfilling the role of customer advocate. This position will target business development and growth within 150 miles of Upstate New York and will require about 75% travel time.

Requirements

BS/BA in Sciences or related field
5-10 years progressively successful sales experience in a service industry
Authorization to work in the United States indefinitely without restriction or sponsorship
Ability to travel up to 75% of the time
Professional working proficiency in English is a requirement, including the ability to read, write and speak in English

Nice To Haves

Lab experience and exposure to environmental industry or degree in a science discipline a plus
Selling skills including identification of prospects, interviewing, negotiating, and closing optimal, but will train the individual with the right drive to succeed
Working computer skills
Excellent written and verbal communication skills
Familiarity with lab functions and terminology or ability to absorb and learn
Strong interpersonal, organization, analytical, and planning skills

Responsibilities

Develop, qualify, track, and close leads/new business opportunities to grow revenue in the municipal market segment and meet the company and individual goals.
Establishes and maintains a productive working relationship between the client and laboratory including sales management, inside business development, technical, and project management staff.
Ensures customer awareness of Eurofins Buffalo Laboratories Environment Testing capabilities and services to improve selling opportunities.
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.
Reports sales activity within assigned area via CRM system and reports.
Maintains productive relationships between customers and the Eurofins Environment Testing organization.
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 contracts with support from the Eurofins legal team and Sales Director.
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
Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) to the internal business development team to initiate and compete quotes and proposals and closes sales.
Controls expenses with respect to the selling function pursuant to Eurofins Environment Testing’s policy.
Provides forecasting information to Customer Service Managers to assist operational staff with resource and operational planning.