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Major Account Manager

Company: Avantor
Location: Sudbury
Posted on: September 25, 2022

Job Description:

Job Summary

Under general supervision, 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.Relationship Development: Increase competitive advantage and drive customer satisfaction by building trust and developing strong relationships. Add value in every interaction by working together with customers and internal teams to develop beneficial solutions for their business. Provide higher and differentiating value not by what you sell - but by 'How' you sell.Targets: Meet/exceed IOP for sales and margin. Develop awareness / sales in the VWR Private Label range to increase margin.Strategy Implementation: 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.Business Development: Drive new and existing opportunities by managing territory appropriately to maximise number 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.Utilise VWR Resources: Utilise local and global internal (cross-functional) and external contacts to help achieve targets. Utilise VWR CRM database to manage customer relationships, interactions and information that will increase effectiveness and aid sales.Planning/Forecasting: Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning for increased effectiveness.Performs other duties as assignedQUALIFICATIONS (Education/Training, Experience and Certifications)BA/BSc or equivalent essential3+ 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 experienceA 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 colleaguesBusiness-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 environmentDemonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Consultative Selling) and technology platforms including CRM ToolsMandatory attendance of appropriate VWR Sales TrainingsKNOWLEDGE, SKILLS & ABILITIES & COMPETENCIES (Those necessary to achieve conformity of products and services)KnowledgeA good understanding of company' products, promotions, services- and solution offerings for customersMust have an in-depth understanding of relationship types and buyer behaviorsBroad understanding of VWR Product & Service portfolioIn-depth understanding of the different VWR functions and their roleFluent in oral and written English, preferably 1 or 2 more languagesSkillsAbility to take content and structure it in a way that is most appropriate for the audience and objectiveAbility to develop mutually beneficial relationships and drive strategic conversations with CustomersA 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 trustOutstanding 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 forwardIs able to synthesise and integrate sales data to support management decisionsAbility to work independently and successfully manage time and territoryStrong ability to negotiate large account pricing strategies / contractsAbility to handle difficult situations effectivelyABILITIES / COMPETENCIES:Builds and maintains clients trust through continuous and transparent engagements throughout projectsEngages 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 customerInnately customer focused and motivated to deliver value in every interactionProactive, Inspirational and Team FocusedA natural desire to share knowledge and work with the wider VWR Network and seeks to consistently develop internal and external relationshipsKeeps up to date with relevant market trendsUses specialists to offer valuable insights into addressing problemsCollaborates (with) and orchestrates the broader internal networkCommits to agreed actions on agreed timelines with customersFocuses on outcomes that they can support and taps into the power of the broader VWR network to support customer projectsHelps to quantify the benefits of the solution to the customerDevelops credibility by challenging the client's thinking to co-create valuable solutionsDrives meaningful conversations with the customer that help to develop a vision including solutions to problemsENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)Refer to the common language guide and additionally include specifics for this role. Always keep reference. The "Risk and Environmental Assessment" for this role is to be found in the Management system on the Intranet

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 is proud to be an equal opportunity employer.

EEO Statement:We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.

3rd Party Non-Solicitation Policy:By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.

Keywords: Avantor, Boston , Major Account Manager, Executive , Sudbury, Massachusetts

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