Virginia Region

Eurofins•Chantilly, VA

2d•$70,000 - $90,000

About The Position

The Sales Account Executive is a client-facing outside sales role responsible for an assigned region covering Washington, D.C., Maryland, and Virginia. The position identifies and manages client accounts and business opportunities for Eurofins Built Environment Testing, a group of laboratories providing indoor air quality testing for issues such as mold, asbestos, and Legionella. The Account Executive travels throughout the territory, develops new business through prospecting and cold calling, and cultivates existing client relationships. Knowledge of environmental laboratory testing—particularly indoor air quality, asbestos, mold, metals and lead, USP 797 and ST108, or Legionella testing—is ideal. The role develops revenue and market share by building client relationships, identifying and closing opportunities, communicating Eurofins’ services, and coordinating customer needs with internal teams. The Account Executive manages forecasts, bids, proposals, pricing, account plans, customer information, and assigned-account collections, while providing market and competitor intelligence and supporting operational planning. The position is full-time, Monday through Friday, 8:00 a.m. to 5:00 p.m., with approximately 50% travel and some overnight travel potentially required. The stated salary range is $70,000–$90,000 per year.

Requirements

At least 2–3 years of progressively successful sales experience in a service industry.
Environmental industry knowledge.
Valid driver’s license.
Ability and willingness to travel throughout the assigned territory; approximately 50% travel, with some overnight travel potentially required.
Authorization to work indefinitely in the United States without restriction or sponsorship.
Professional working proficiency in English, including reading, writing, and speaking.

Nice To Haves

A degree in science or a related field; preferred but not required.
Knowledge of environmental laboratory testing, especially indoor air quality, asbestos, mold, metals and lead, USP 797 and ST108, or Legionella testing.
Sales skills in prospect identification, interviewing, negotiation, and closing.
Strong interpersonal skills.
Excellent written and verbal communication skills.
Sales acumen and sales skills.
Laboratory experience and exposure to the environmental industry.
Experience writing sales and account plans.
Working computer skills.
Familiarity with laboratory functions and terminology.
Analytical skills.
Planning skills.
Self-directed approach.
Ability to work in an unstructured environment.

Responsibilities

Meet individual revenue targets and the assigned region’s revenue goal.
Establish and maintain productive relationships between clients and the laboratory and broader Eurofins Environment Testing organization.
Communicate Eurofins’ capabilities and services to current and prospective customers and identify new accounts and markets.
Develop, qualify, track, and close leads; follow up on bids, quotes, proposals, and price inquiries to complete the sales cycle.
Develop and implement account plans, sales forecasts, and strategies to achieve regional revenue quotas and profitability goals.
Review the credit status of new and existing customers before submitting bids or proposals, monitor accounts receivable for assigned accounts, and resolve collection issues as needed.
Develop client profiles and assess their potential and ability to fund work.
Recommend pricing and bid/no-bid strategies, provide budgetary information, and negotiate pricing and contractual matters with General Manager approval.
Establish, coordinate, negotiate, and complete Master Service Agreements with customers.
Collect and document market and customer information to support pricing, assess the ability to meet customer requirements, and evaluate sales outcomes and profitability.
Communicate customer needs to Customer Service Managers, Project Managers, and other internal teams to support successful work completion and operational planning.
Report sales activity, complete sales-development summaries as directed by the General Manager, and communicate business opportunities through copies or entries in the company database.
Update customer databases and maintain account information to identify business opportunities.
Present Environment Testing as a network of laboratories, not limited to facilities in the assigned geographic region, to improve operational efficiency.
Control selling expenses in accordance with company policy and with General Manager approval.
Serve as sponsor for National Accounts as needed.
Provide feedback on market conditions, competitor activity, business opportunity outcomes, and opportunities for new products and services.
Maintain relationships with network facilities to stay informed about operational issues that may affect customer requirements.
Assist with development of sales materials.
Gather and communicate competitor intelligence within the assigned area.