Major Account Manager

The Opportunity:

Avantor is looking for an organized account manager to oversee some of its major R&D and production accounts in Eastern Massachusetts. The ideal candidate will have 3-5 years of scientific sales experience along with strong technical expertise. Under general supervision, this role will be responsible for maintaining relationships with accounts by visiting customer sites within assigned territory. Sell products and services to customers and act as point of contact post-sale, focusing on ongoing customer satisfaction, retention, and growing business. In addition to face-to-face meetings, engage with customers over the phone and Internet (e.g., chat, email, video conferencing, etc.) to close sales and support clients. Respond to client inquiries and offer guidance on appropriate products and services. Execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met.

What we are looking for:

• BA/BSc or equivalent essential

• 3+ years of experience in a complex sales environment, where multiple clients are involved in the purchasing decision and there is a solution based selling approach plus 1 year leadership experience

• A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach Experienced in working in a fast paced and targeted environment, with high team interaction, routinely interacting with customers, manufacturers and colleagues

• 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

• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Consultative Selling) and technology platforms including CRM Tools

• Mandatory attendance of appropriate VWR Sales Trainings

Who you are:
 

Knowledge

• A good understanding of company’ products, promotions, services- and solution offerings for customers

• Must have an in-depth understanding of relationship types and buyer behaviors

• Broad understanding of VWR Product & Service portfolio

• In-depth understanding of the different VWR functions and their role

• Fluent in oral and written English, preferably 1 or 2 more languages

Skills

• Ability to take content and structure it in a way that is most appropriate for the audience and objective

• Ability to develop mutually beneficial relationships and drive strategic conversations with Customers

• A clear ability to manage customer interactions professionally by demonstrating excellent listening and organisational skills, and by using probing questions and reflective language to engage customers and build trust

• Outstanding interpersonal skills with the ability to manage various buyer types and personalities (e.g. technical-, user-, and economic buyers)

• Strong organisational skills that drive projects forward

• Is able to synthesize and integrate sales data to support management decisions

• Ability to work independently and successfully manage time and territory

• Strong ability to negotiate large account pricing strategies / contracts

• Ability to handle difficult situations effectively

ABILITIES / COMPETENCIES

• Builds and maintains clients trust through continuous and transparent engagements throughout projects

• Engages in conversations regarding long term strategies and aligns effectively with buyers at every stage of their purchase decision process Is responsible for understanding the strategy of every customer

• Innately customer focused and motivated to deliver value in every interaction

• Proactive, Inspirational and Team Focused

• A natural desire to share knowledge and work with the wider VWR Network and seeks to consistently develop internal and external relationships

• Keeps up to date with relevant market trends

• Uses specialists to offer valuable insights into addressing problems

• Collaborates (with) and orchestrates the broader internal network

• Commits to agreed actions on agreed timelines with customers

• Focuses on outcomes that they can support and taps into the power of the broader VWR network to support customer projects

• Helps to quantify the benefits of the solution to the customer

• Develops credibility by challenging the client’s thinking to co-create valuable solutions

• Drives meaningful conversations wi