Senior Account Executive

Eurofins•Buffalo, NY

1d•$85,000 - $120,000•Remote

About The Position

Eurofins Buffalo Environment Testing Northeast, LLC is searching for a Senior Account Executive to support new business growth in the Upstate New York region. This is a regional, outside sales position that identifies new opportunities and manages accounts, focusing on commercial opportunities within the local municipal market, industry, and consultant segments. The primary goals are to maximize market share, profitability, competitive advantage, and capacity utilization in the environmental analytical services market. The role involves establishing and maintaining productive client relationships, acquiring new accounts, and representing Eurofins Environment Testing services to new customers and markets. The Senior Account Executive will identify opportunities, capture profitable work through lead follow-up, negotiation, and closing sales, and act as a liaison between customers and Eurofins Environment Testing by communicating customer needs internally and serving as a customer advocate. This position targets new business development and growth within 150 miles of Upstate New York (excluding NYC) and requires up to 75% travel time in the local geography.

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 company and individual goals.
Establish and maintain a productive working relationship between the client and laboratory, including sales management, inside business development, technical, and project management staff.
Ensure customer awareness of Eurofins Buffalo Laboratories Environment Testing capabilities and services to improve selling opportunities.
Monitor accounts receivable status for assigned accounts and resolve collection issues as required.
Develop and recommend strategies to facilitate pricing and bid/no bid decisions, establish Master Service agreements, and provide budgetary information.
Report sales activity within the assigned area via CRM system and reports.
Maintain productive relationships between customers and the Eurofins Environment Testing organization.
Identify key target markets and major accounts and develop strategies within the assigned area of responsibility to attain market position for Eurofins Environment Testing and maintain profitability.
Establish, coordinate, negotiate, and complete contracts with support from the Eurofins legal team and Sales Director.
Collect and document information within the area of market responsibility 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 communicate customer needs and wants to Eurofins Environment Testing.
Communicate all business opportunities (e.g., bids, quotes, proposals, and pricing inquiries) to the internal business development team to initiate and compete quotes and proposals and close sales.
Control expenses with respect to the selling function pursuant to Eurofins Environment Testing’s policy.
Provide forecasting information to Customer Service Managers to assist operational staff with resource and operational planning.