Vice President Sales, Bioprocessing Americas

The Opportunity:

The Vice President Sales, Bioprocessing Americas will be responsible for commercial operations, including sales, business development, sales operations and relationship management, for Avantor’s bioprocessing business in the Americas region. Reporting to the SVP of Global Sales, the VP will accelerate growth with new and existing biopharma and biotechnology customers and outperform market peers to position Avantor as a leading provider of bioprocessing solutions.

Key Responsibilities

• Define and execute the Americas sales strategy, including serving as the face of Avantor to key external customers and partners.
• Drive sales for the bioprocessing business, developing regional strategies for product lines, target accounts and molecules, leveraging an in-depth understanding of customer organizations, new innovations and Avantor’s differentiated portfolio offerings.
• Align Avantor with customers’ innovation objectives/goals to drive future value creation. Monitor and analyze the competitive space, consider impacts on strategic positioning and disruption opportunities.
• Lead proposal development, term sheet generation, and negotiations with biopharma companies. Structure and facilitate to close significant and complex deals in line with business objectives.
• Develop, drive, and nurture acquisition of new business by actively expanding services to current clients, and introduction of new clients into the Avantor ecosystem.
• Develop key regional relationships and facilitate new product introductions to end customers.
• Expand awareness of Avantor’s products, develop strategic partnerships with customers and oversee alliance management in the ongoing management of those partnerships.
• Coach the sales team in navigation of technical selling cycles, in analyzing and articulating customer and market needs, prospecting all categories of accounts from discovery through clinical trials and into commercial manufacturing (including CDMOs), developing relationships with customers and managing opportunities to meet and exceed sales goals.
• Monitor and drive customer satisfaction. Work cross-functionally to enhance customer experience and resolve challenges and issues as they arise.
• Build, mentor and develop a team of high-performing sales professionals while fostering a diverse and inclusive environment.
• Leverage the Avantor Business System and a strong continuous improvement mindset to lead rigorous funnel management and capture voice of the customer. Consistently look for opportunities to improve process, people and technology to drive outcomes.

Qualifications

• 10+ years of significant commercial experience in the life sciences, bioproduction or biotechnology sectors. MBA or related advanced degree preferred.
• 7+ years of technical experience in the life sciences and bioprocess industries, with an in-depth understanding of the market landscape, technologies, and sales cycles for key biopharmaceutical customers.
• Significant knowledge of R&D and production processes within the biopharmaceutical and biotech industry.
• Experience with revenue responsibility of at least $300M.
• Substantial experience leading complex, cross-functional teams.
• Proven track record of accomplishments using influence and persuasion in a cross-functional context.
• Exhibits significant executive presence to calmly navigate high pressure environments at every level of Avantor and within customer organizations.
• Strong demonstrated presentation skills, including an ability to distill and clearly communicate complex concepts into easily understandable narratives.
• Display substantial organizational sensitivity and savvy to involve, engage and convince leadership and cross-functional peers to embrace customer strategies.
• Deep experience with strategic account management and solution selling.

Knowledge, Skills and Abilities

• Superior interpersonal skills and culturally aware and knowledgeable of diverse customer segments.
• Comfortable working across all levels and functions within Avantor.
• Superior skills in analysis, planning, organizing and communication.
• Strong understanding of financial and accounting metrics and tools.
• Significant background in influencing internal stakeholders in a matrix environment.
• Significant experience in leading large, complex negotiations.
• Able to plan and execute complex projects.
• Travel up to 50%.

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