Senior Account Executive, Eurofins Environment Testing Northern California, West Sacramento, CA

Eurofins•West Sacramento, CA

9d•$125,000 - $150,000•Onsite

About The Position

Eurofins Environment Testing Northern California seeks a Senior Account Executive to join our team! The Senior Account Executive integrates the roles of account executive and strategic market planning manager to achieve organic growth for Environment Testing consistent with Eurofins Environment Testing's overall sales objectives. The Senior Account Executive position has two main functions, mentoring assigned Account Executives (AEs) to individual/team performance expectations of established Sales portfolio and partnering with operations and marketing to drive strategic plans to meet the overall Eurofins Environment Testing business strategy.

Requirements

BS/BA required (Preferably in Science or related field), MBA desirable
A minimum of 5 years of sales and sales management experience - preferably in the environmental laboratory business.
Lab experience and/or exposure to the environmental industry.
Professional working proficiency in English is a requirement, including the ability to read, write and speak in English
Authorization to work in the United States indefinitely without restriction or sponsorship
Extensive knowledge of general business terms and concepts
Prior management experience
Sales techniques including sales management
Effective leadership, mentorship and manegment skills
Excellent written and verbal communication skills
Planning skills
Demonstrated ability to sell solutions as a result of active listening.
Work with minimal supervision, self-directed
Work with changing priorities
Work in a matrix/team environment
Professional presentation skills
Growth mindset

Nice To Haves

MBA desirable

Responsibilities

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 Environment Testing America capabilities and services to improve selling opportunities.
Provides sales plan forecast for assigned region.
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 Eurofins Environment Testing.
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 Environment Testing 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 evaluate Eurofins Environment Testing, 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 Customer Service Managers and Project Managers to facilitate successful completion of work.
Completes summaries of sales development activities as directed by senior management.
Communicates all business opportunities (e.g. bids, quotes, proposals, and pricing inquires) by providing copies or entering information into Eurofins Environment Testing 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 senior management.
Controls expenses with respect to the selling function pursuant to Eurofins Environment Testing policy and with approval by senior management.
Provides feedback on market conditions within area of responsibility to facilitate the development of new products and services.
Maintains relationship with Eurofins Built Environment’s network facilities to sustain awareness of Eurofins Environment Testing ability to meet a variety of 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.
Other duties as assigned