The Opportunity:Avantor is looking for a dedicated and high energy Major Account Manager who can add value in every interaction by working together with customers and internal teams to develop beneficial solutions for their business. Priority on providing higher and differentiating value not by what you sell - but by 'How' you sell.
The Major Account Manager will be a full-time position based in the Malvern, PA territory. You will have the opportunity to consultatively sell Avantor's large portfolio of products and services to a diverse set up current and prospective clients. If you have a passion for science and outstanding interpersonal skills with the ability to manage various buyer types and personalities- let's talk!
What we are looking for- Education: College degree or equivalent experience required
- Experience: 2+ years professional sales experience
- Collaboration Tools: Microsoft Office, specifically Teams with preference for experience in Salesforce or Clikview
- Preferred Qualifications:
- Business-to-business sales experience, preference may be given to those with distribution experience and a scientific background and/or having worked in a laboratory or research environment.
- Experience in a sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach.
- A proven track record of sales success driving growth with a consultative, strategic selling approach
- Experienced in working in a fast paced and targeted environment.
- Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Consultative Selling)
- Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff.
- Willingness to travel to customer locations minimum 3 days a week.
How you will thrive and create an impact - Demonstrate strategic agility in approach to customers and projects (solutions must be tailored to meet individual customer needs). Implement agreed strategies across defined accounts while maintaining and developing existing business.
- Drive new and existing business by the amount and impact of customer visits. Call customers frequently to create opportunities for selling the VWR portfolio of products. Understand customer profile, be able to identify trends and opportunities that will generate sales.
- Utilize local and global internal (cross-functional) and external contacts to help achieve targets.
- Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning for increased effectiveness.
- Possess and exhibit skills that develop mutually beneficial relationships and drive strategic conversations with Customers.
- Have the ability to manage customer interactions professionally by demonstrating excellent listening and organizational skills, and by using probing questions and reflective language to engage customers and build trust.
- Is able to synthesize and integrate sales data to support management decisions.
- Ability to work independently and successfully manage time and territory.
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)Typically works in a home office environment with extensive regional travel to customer locations.
Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.
A frequent volume of work and deadlines impose strain on routine basis.
Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
Disclaimer: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.
