Sales Representative - Cleveland

The Opportunity:

The Sales Representative is accountable for all sales activities, from lead generation through close, in an assigned territory, using a formal selling approach. This role develops and implements an agreed upon Operating Plan which will meet both personal and business goals of expanding customer sales in the assigned geography. They will work closely within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company business strategy. Each Sales Representative has access to sell the entire product line(s) that VWR offers to their customers, regardless of segment specialty.

The Opportunity: Avantor is searching for a driven and resourceful Sales Representative to join its Commercial Sales team in the Cleveland metro area. Under general supervision, this role is responsible for maintaining relationships with accounts by visiting customer sites within assigned territory (large and mid-size universities), selling products and services to customers and acting as point of contact post-sale while focusing on ongoing customer satisfaction, retention, and growing business. In addition to face-to-face meetings, this role engages with customers over the phone and Internet (e.g., chat, email, video conferencing, etc.) to close sales and support clients, responds to client inquiries and offers guidance on appropriate products and services. The successful candidate should be able to execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met.

Who you are:

• College degree or equivalent/applicable experience
• 3-5 years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach
• A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
• Business-to-business sales experience, with preference given to those with distribution experience and a scientific background and/or having work in a laboratory or research environment
• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman)

What we are looking for:

• Science or manufacturing research background preferred
• Excellent communication and interpersonal skills, routinely interacting with customers, manufacturers, and staff, and within a sales team
• Ability to develop customer relationships and drive strategic conversations with customers
• Ability to handle difficult situations and interactions effectively
• Ability to work independently and successfully manage time and territory in a complex sales environment
• Demonstrates the ability to analyze and integrate sales data to strategically sell within an account
• Excellent analytical skills and ability to sell strategically within an account
• Ability to understand individual customer operations
• Strong organizational skills that drive projects forward
• Willingness to travel to customer locations
• Computer Knowledge (Microsoft Office)

How you will thrive and create an impact:

• Provide Avantor solutions to customers across assigned market segments.
• Manage a territory consisting of many customers across various markets.
• Prospect and establish new customers by managing a sales pipeline and developing and delivering proposals to customers by illustrating Avantor's value proposition.
• Sell consultatively, detailing products, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions Avantor can offer their business.
• Work with sales management to develop strategic territory business plans for achievement of sales growth and quota attainment.
• Build and sustain relationships with customers and ensure customer satisfaction and loyalty.
• Manage Avantor's vast product portfolio and execute and implement company defined sales and marketing strategies.
• Expand Avantor's role with existing customers by developing retention strategies illustrating Avantor's value proposition in conjunction with evolving customer requirements.
• Leverage available resources to effectively implement company marketing plan, strategies and sales processes.
• Represent and develop strong relationships with manufacturers.
• Performs other duties as assigned.

ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)

Typically works in a home office environment with extensive regional travel to customer locations.

Work as