The Opportunity:Major Account Manager - Bay AreaAvantor is seeking a
high-energy, customer-focused Major Account Manager who brings value to every interaction. In this role, you will partner closely with customers and internal teams to develop solutions that address complex business and scientific needs. Success is not defined simply by what you sell, but by
how you sell-through strategic thinking, consultative engagement, collaboration, and trusted customer relationships.
This is a full-time position supporting major customer accounts throughout the Bay Area. The role requires being onsite with customers 5 days per week, and candidates located near the East Bay are preferred.As a Major Account Manager, you will have the opportunity to consultatively sell Avantor's extensive portfolio of products and services to both existing and prospective customers. This opportunity is ideal for someone who has a passion for science, strong interpersonal skills, and the ability to build relationships with a diverse range of stakeholders and decisionmakers.
What We're Looking ForEducation- Bachelor's degree preferred, preferably in Science, Business, or a related discipline.
Experience- Ability to understand technical customer applications, workflows, and business needs.
- Strong relationship-building, communication, negotiation, strategic planning, and organizational skills.
- Willingness to travel to customer locations 5 days a week
- Must hold a valid driver's license in good standing
Technology- Proficiency with Microsoft Office and Teams preferred.
- Experience with Salesforce, SAP C4C, and/or QlikView is preferred.
Preferred Qualifications- Preferably 5+ years of experience in a complex B2B sales environment involving multiple stakeholders and solution-based selling.
- Demonstrated record of sales success and sustainable account growth using a consultative and strategic selling approach.
- Experience working in a fast-paced, goal-oriented environment requiring significant collaboration with customers, manufacturers, and internal teams.
- Demonstrated ability to apply established selling methodologies such as SPIN or Consultative Selling.
- Excellent communication, collaboration, and stakeholder-management skills.
How You Will Thrive and Create an ImpactAs a Major Account Manager, you will:
- Own and expand strategic customer relationships by serving as a primary point of contact for assigned major accounts. Develop a deep understanding of customers' business objectives, scientific priorities, and operational challenges to strengthen retention, partnership, and long-term growth.
- Drive strategic account growth by using customer insights, sales data, and market trends to identify opportunities, uncover whitespace, influence demand, and increase Avantor's share of wallet.
- Lead with a consultative approach, moving beyond transactional selling to provide insights and solutions that help customers achieve their strategic and scientific objectives.
- Coordinate cross-functional account execution by bringing together local and global Avantor teams, suppliers, and external partners to deliver integrated solutions and achieve customer and revenue objectives.
- Own account planning, forecasting, and performance management, using disciplined account strategies and data-driven insights to achieve key performance indicators and business objectives.
- Develop senior-level stakeholder relationships and lead strategic customer conversations that establish Avantor as a trusted business partner and advisor.
- Navigate complex customer interactions with professionalism and influence, using active listening, consultative questioning, organization, and relationship-building skills to establish trust and alignment.
- Analyze sales and account performance data to identify opportunities, inform account strategy, support business decisions, and continuously improve performance.
- Operate with autonomy and accountability, effectively managing competing priorities, customer expectations, and complex account environments.
- Lead complex commercial negotiations, developing and executing major-account pricing strategies, contract structures, and long-term commercial agreements that create sustainable value for both Avantor and its customers.
- Willingness to travel to customer locations at least four days per week and possession of a valid driver's license in good standing.
Ultimately, this role is about becoming a
strategic partner to the customer-understanding their organization, anticipating their needs, connecting the right Avantor capabilities to their priorities, and creating measurable value through every customer interaction.
#LI-RemoteDisclaimer:The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
Avantor offers a comprehensive benefits package including medical, dental, and vision coverage, wellness programs, health savings and flexible spending accounts, a 401(k) plan with company match, and an employee stock purchase program. Employees also receive 11 paid holidays, accrue 18 PTO days annually, are eligible for volunteer time off and 6 weeks of 100% paid parental leave (except in states that offer paid family leave). These benefits may not apply to employees covered by a collective bargaining agreement or those subject to other eligibility rules.
