Production Chemical Sales Specialist - California

The Opportunity:

Avantor is looking for an experienced and knowledgeable Sales Specialist to join the Production Chemical Segment. Under limited supervision, this position will be responsible for the daily sales and business development efforts of Avantor's large diversified production chemical portfolio and custom manufacturing capabilities. Act as subject matter expert to drive revenue, focusing on certain products or solutions with a heavy focus on developing new business opportunities with customers. Partner with inside/outside sales representatives to assist in closing complex and/or technical chemical sales that require additional expertise. Train/coach territory sales teams on technical knowledge related to specialty products/services to allow them to ultimately sell without assistance. May act as chemical expert within the organization. Attend industry events, training classes, and professional organization meetings.

What we are looking for:

• 2-3 years of chemical selling experience within the life science, biopharma, diagnostic, microelectronics or industrial markets

• Experience in business development or sales within a business to business environment

• BS degree or equivalent work experience required

Who you are:

• Must be a sales hunter with a sales hunter mentality.  Sales farmers will fail in this role and not have fun.  Please be self-aware of what kind of salesperson you are and only apply if you are a sales hunter. 

• Must have a firm understanding of and experience within the bioprocessing, diagnostic, life science or electronics marketplace

• Be a proactive individual, as well as have solid communication, organizational, time-management, and PC skills

• Ability to be flexible in fast-changing environment and to work well under pressure.

• Self-motivated team player and able to handle multiple priorities simultaneously.

• Strong demonstration of collaboration across all functions and levels within organization

• Be a self-starter that is quickly motivated, effectively implements programs, recognizes opportunities, communicates ideas, and acts with little direction in a fluid and matrixed environment

• Overnight travel is required

How you will thrive and create impact:

• Utilize business and technical expertise to sell products and services to support the customer’s needs.

• Focus and promote products and services, primarily to the Diagnostic, Life Science, Microelectronics, Medical Device and Industrial market segments.

• Promote and target customer and prospect growth through Avantor Chemicals and Custom Manufacturing capabilities.

• Work with Avantor sales organizations and/or meet independently with customer’s and prospect’s key decision makers, tour customer facilities, observe production and procurement processes, define validation process and change over costs.  Identify areas for up-selling existing products, configurations or manufacturing services. 

• Define opportunities where Avantor can act as a technical or production oriented extension of the customer.  Develop and present proposals which reduce the customer’s processing, manufacturing, or administrative costs.

• Cultivate strong, multi-level trust relationships at the customer to understand the customer’s strategic objectives and needs looking forward.

• Provide development resources to the customer, suggesting and getting customers to commit to expand their current offering.  Compare customer’s offering to customer’s competitors’ offerings to develop proposals for additional products, product configurations or services.

• Apply market, regulatory and environmental knowledge to customer situations, develop and manage key sales account plans to capitalize on trends and increase account/market share.  Act as “eyes and ears” of company, independently identifying and relaying market trends and direction.

• Determine optimal pricing and terms based upon the customer’s perceived value of Avantor products and services, competitive pressures, customer’s cost to convert, and profitability.  Negotiate pricing and terms to achieve buying commitment from customer.

• Work with Product Development and Operations teams to expand product line and service offerings.  Propose new products and/or services based upon specific customer process knowledge.  Provide “best practice” information back to Avantor to improve processes, reduce cycle times and costs.

• Participate in trade shows and scientific meetings.

• Identify and assist in the process of converting competitive products to items available from Avantor.

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