Senior Account Manager
Posted on: November 16, 2021
Position based in Metro Seattle, WA area.
The Major Accounts Manager 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.
MAJOR JOB DUTIES AND RESPONSIBILITIES
Provide VWR solutions to customers across the
Pharmaceutical/Biotech/Industrial (PBI) market segment.
Manage large accounts in the geography.
Drive account profitization through pricing management.
Prospect and establish new customers by managing a sales pipeline
and developing and delivering proposals to customers by
illustrating VWR's value proposition
Sell consultatively, detailing products, determine customer needs
and requirements, and make recommendations to both prospects and
customers of the various solutions VWR can offer their business
Work with sales management to develop strategic territory business
plans for achievement of sales growth and quota attainment
Work in conjunction with sales management team providing proposals
and implementing sales strategies to achieve sales growth
Build and sustain relationships with customers and ensure customer
satisfaction and loyalty
Manage VWR's vast product portfolio and execute and implement
company defined sales and marketing strategies
Expand VWR's role with existing customers by developing retention
strategies illustrating VWR'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
Work directly with local manufacturer representatives to develop
and continually improve product knowledge, arrive at most favored
pricing, and improve account profitability.
Performs other duties as assigned.
QUALIFICATIONS (Education/Training, Experience and
A 4-year undergraduate degree in the life sciences preferred.
5-7 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) and
technology platforms including Salesforce.com and Qlikview
KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job
Biotechnology, Pharmaceutical Production or Life Science background
Excellent communication and team interaction skills, routinely
interacting with customers, manufacturers, and staff
Ability to carry on a business conversation with business owners
and decision makers
Ability to handle difficult situations and interactions
Ability to work independently and successfully manage time and
Excellent analytical skills and ability to sell strategically
within an account
Ability to understand individual customer operations
Willingness to travel to customer locations in Metro Seattle, WA
Computer Knowledge (Microsoft Office)
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical
Typically works in a home office environment with extensive
regional travel to customer locations.
Work assignments are diversified. Examples of past precedent are
used to resolve work problems. New alternatives may be developed to
A frequent volume of work and deadlines impose strain on routine
Minimal physical effort is required. Work is mostly sedentary but
does require walking, standing, bending, reaching, lifting or
carrying objects that typically weigh less than 10 lbs.
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.
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
If you need a reasonable accommodation for any part of the
employment process, please contact us by email at
TalentManagement@avantorsciences.com 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.
EEO is the Law
OFCCP EEO Supplement
PAY TRANSPARENCY NONDISCRIMINATION PROVISION
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, Kirkland , Senior Account Manager, Executive , Kirkland, Washington
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