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Job Description
Company Description
Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins laboratories work with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.
The Eurofins network of companies is the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organisation services. It is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organisations. It also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.
In over 30 years, Eurofins has grown from one laboratory in Nantes, France to 58,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 54 countries. Eurofins companies offer a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.
In 2021, Eurofins generated total revenues of EUR 6.72 billion, and has been among the best performing stocks in Europe over the past 20 years.
Sales professional with an assigned client portfolio based on assigned region. Has primary responsibility for maintaining and growing productive relationships with critical active accounts. Ensures client awareness of all products and services offered by Eurofins Built Environment EMLab P&K, LLC. Provides a valuable interface between the client and the company by communicating customer needs and desires to the organization, fulfilling the role of client advocate. Works closely with the Sale Director- IAQ on pricing and service-related items for bids to generate revenue.
Essential Duties and Responsibilities
1. Meet revenue retention and growth objectives for assigned region
2. To achieve revenue retention and growth objectives, the Regional Account Manager must be willing and able to travel within the Northeast Region (approx. twice a month) to pursue new business as well as focus on retention.
3. Provide the vision and business plan to acquire new accounts within the region to sustain growth of the business.
4. Clearly communicate Eurofins Built Environment EMLab P&K, LLC services to new customers and markets.
5. Identify opportunities and capture profitable work by following up on leads, negotiating, and closing.
6. Minimize attrition of client revenue and profits
7. Increase diversity of services sold to clients.
8. Develop and implement critical client account sales plans.
9. Foster productive working relationships between clients and the company.
10. Provide a sales forecast for assigned region and update quarterly.
11. Provide critical support to national accounts, products and market based strategic sales initiatives.
12. Work cooperatively with other RAMs to foster team-selling initiatives where applicable.
13. Report critical sales pipeline activities within the prescribed customer relationship management tools provided by the company.
14. Effectively communicate client requirements to operational personnel, seeking necessary approvals prior to acceptance or rejection of opportunities.
15. Provide feedback on market conditions and client developments to foster an environment of continuous improvement and the evolution of relevant solutions to market challenges and opportunities.
16. Provide near term revenue forecasts to operations to ensure operational preparedness and satisfy client demands for service.
Secondary Duties
1. Work with the Sales Director- IAQ to assist with strategic goals as needed.
2. Work with the Sales Director- IAQ for establishing pricing on bids.
3. Works with Cluster Leaders to assure we have the capacity for projects being won when necessary.
4. Works with the Sales Director- IAQ to win high revenue accounts nationally.
5. Attend local industry functions to network and get exposure for Eurofins Built Environment EMLab P&K.
6. Attend national industry conferences and/or events as participant and/or exhibitor, as needed.
Supervisory Responsibilities
None
Working Relationships
Internal contacts:
- Sales Director- IAQ for day-to-day supervision and general sales management.
- Business Unit Managers (BUMa) and Project Managers, to assist with customer service issues
- Other members of the Sales team to assist with relevant aspects of individual’s goals
and activities
External contacts:
- Clients to achieve revenue goals and retain accounts
- Other industry professionals as appropriate
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Requirements
Education:
xc2xb7 BS/BA in Sciences or related field
Experience:
- Minimum 1-2 years progressively successful sales experience in the environmental field preferred or in a service industry required
- Lab experience and exposure to environmental industry preferred
- Knowledge of the IAQ accreditations and certifications preferred
Attendance:
xc2xb7 Regular attendance is necessary and is essential to meeting the expectations of the job functions.
Knowledge
- Writing sales and account plans
- Familiarity with lab functions, terminology and environmental methodologies
- Knowledge of computers, spreadsheets, and databases
Skills
- Excellent written and verbal communications skills
- Sales specific skills of identification of prospects, interviewing, negotiating, and closing
- Selling skills
- Analytical skills
- Planning skills
- Excellent computer skills including ability to make/present PowerPoint presentations
Abilities
- Ability to develop and maintain productive relationships with clients.
- Effective at penetrating existing buying centers, horizontally and vertically, to maximize sales.
- Ability to communicate effectively in written and verbal form with clients and lab personnel.
- Ability to thrive in a self-directed, self-motivating environment.
- Ability to prioritize, multi-task and organize workload effectively.
- Highly detail oriented.
- Ability to develop productive relationships with laboratory personnel, and other employees, and work in a team environment.
- Proactive, creative and decisive.
- Strong ethics
Material and Equipment Used
- Computer and laptop
- Standard office equipment
- Cell Phone and hands-free communications device
- Eurofins Built Environment EMLab P&K, LLC sales and marketing materials
- Presentation materials and equipment
- Personal protective equipment when in laboratory areas
Physical Requirements
Lifting and Carrying:
xc2xb7 Lifting up to 50 pounds, carrying up to 20 pounds
xc2xb7 Pushing and Pulling: Up to 50 pounds when transporting baggage and presentation equipment
Body Positions:
xc2xb7 Sitting (60% of time) when planning or performing administrative duties, and during travel, walking (20% of the time) when visiting clients, standing (20% of time) when giving presentations.
Body Movements:
xc2xb7 Climbing, stooping, kneeling, crouching, crawling, and reaching to retrieve files, books, and supplies.
Hand Use:
xc2xb7 Computer keyboard
Hearing:
xc2xb7 Conversational hearing ability
Vision:
xc2xb7 Viewing computer screen, reading correspondence, observing laboratory
Speaking
xc2xb7 Conversational speaking ability
Additional Information
Full-time position Monday – Friday 8:00 AM – 5:00 PM. Candidates within North or South Carolina are encouraged to apply. This position is a base salary + commission role.
As a Eurofins employee, you will become part of a company that has received national recognition as a great place to work.
To learn more about Eurofins, please explore our website .
Eurofins Environment Testing Businesses in US are routinely engaged in Federal Contracts. Federal Government vaccination mandates MAY apply to staff working in these businesses. Successful applicants will be required to confirm vaccination status or demonstrate eligibility for medical or religious exemptions prior to commencing employment.
Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.
Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.
Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.
Eurofins Environment Testing Businesses in the US are routinely engaged in Federal Contracts. Federal Government vaccination mandates may apply to staff working in these businesses. Successful applicants may be required to confirm vaccination status or demonstrate eligibility for medical or religious exemptions prior to commencing employment. In addition, certain positions require travel for which vaccination is required in accordance with Eurofins policy.
