Virginia Region

Eurofins USA Environment Testing•Chantilly, VA

2d•$70,000 - $90,000

About The Position

The Sales Account Executive is a client-facing outside sales role for Eurofins Built Environment Testing Division, covering an assigned territory in Washington, D.C., Maryland, and Virginia. The division’s laboratories provide indoor air quality testing, including services related to mold, asbestos, Legionella, metals and lead, USP 797, and ST108. The role involves traveling throughout the region to meet clients, identifying and managing accounts and business opportunities, bringing in new business through prospecting and cold calling, and developing existing customer relationships. The position works closely with internal management, operations, technical staff, quoters, customer service managers, and project managers to communicate customer requirements and support successful delivery of services. The Account Executive is accountable for individual and regional revenue goals, sales forecasting, account and market plans, lead development and closure, customer relationships, pricing and proposal activity, and monitoring account credit and collections. The role also gathers market and competitor intelligence, identifies opportunities for new products and services, and provides customer and sales information to support operational planning and business decisions. The position is full-time, Monday through Friday, 8:00 a.m. to 5:00 p.m., with approximately 50% travel and possible overnight travel.

Requirements

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

Nice To Haves

A degree in sciences or a related field.
Knowledge of environmental laboratory testing, particularly indoor air quality testing, asbestos, mold, metals and lead, USP 797 and ST108 testing, or Legionella testing.
Experience identifying prospects, interviewing, negotiating, and closing sales.
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 and ability to work in an unstructured environment.

Responsibilities

Meet individual revenue goals and contribute to the assigned region’s revenue goals.
Establish and maintain productive relationships between clients and Eurofins laboratories and organizations.
Represent Eurofins and communicate its services and capabilities to prospective customers and markets to develop new accounts.
Identify, qualify, track, follow up on, negotiate, and close leads, bids, quotes, proposals, and pricing inquiries.
Develop and implement account plans with client targets, revenue goals, and objectives to meet regional quotas.
Identify target markets and major accounts, and develop strategies to gain market position while maintaining profitability.
Prepare sales forecasts and report sales activity and sales development summaries as directed by the General Manager.
Review credit status of prospective and existing customers before submitting bids or proposals, monitor accounts receivable, and resolve collection issues as needed.
Develop and recommend pricing, bid/no-bid, Master Service Agreement, and budgetary strategies; negotiate pricing and contractual issues with General Manager approval.
Develop client profiles and assess prospects’ potential and ability to fund work.
Collect and document market and customer information to support pricing decisions, evaluate the ability to meet customer requirements, and assess win/loss ratios, discounts, and profitability.
Communicate customer requirements to Customer Service Managers, Project Managers, and other internal teams to support successful work completion and operational planning.
Enter or provide business opportunity information in Eurofins’ database, maintain customer databases, and follow up on outstanding sales opportunities.
Present Environment Testing as a network of laboratories to improve operational efficiencies and maintain relationships with network facilities to understand operational issues.
Control selling expenses in accordance with company policy and General Manager approval.
Serve as sponsor for National Accounts as needed.
Provide market, competitor, and business-opportunity intelligence, including feedback on new products, services, and future pricing strategies.
Provide forecasting information to Customer Service Managers to support resource and operational planning.
Assist with development of sales materials.