Major Account Manager (Research Triangle Park, NC)

Avantor•Durham, NC

2d•Hybrid

About The Position

Avantor is seeking a dedicated, high-energy Major Account Manager to create value in customer interactions by partnering with customers and internal teams to develop impactful solutions that drive business outcomes. The role prioritizes delivering differentiated value through partnership, consultation, and problem-solving. This is a full-time position supporting the Raleigh-Durham-Chapel Hill (Research Triangle), NC area, requiring the individual to be in the field 4+ days per week. The Major Account Manager will consultatively sell Avantor's extensive portfolio of products and services to a diverse range of current and prospective clients. The ideal candidate has a passion for science, outstanding interpersonal skills, and the ability to manage various buyer types and personalities.

Requirements

College degree or equivalent/applicable experience preferred.
Prefer 3+ 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.
Prefer 3+ years in Pharma manufacturing where stakeholder relationships are critical to the role.
Proficiency with Microsoft Office Suite, including Teams.
Experience with CRMs and Sales Analytical tools is preferred.
Willingness to travel to customer locations minimum 4 days a week.
Must have a valid driver's license.

Nice To Haves

B2B sales experience preferred, particularly within distribution, life sciences, pharmaceutical manufacturing, bioprocessing, biotechnology, vaccine production, cell and gene therapy, or CDMO environments.
Proven track record of driving growth through consultative and strategic selling approaches in fast-paced, results-oriented environments.
Demonstrated success managing multiple stakeholders and utilizing formal sales methodologies (e.g., SPIN, Consultative Selling).
Scientific or technical background preferred.
Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff.

Responsibilities

Own and grow a portfolio of strategic pharmaceutical and biopharmaceutical manufacturing accounts by serving as the primary executive-level point of contact and trusted business partner.
Develop a deep understanding of customer business objectives, manufacturing priorities, operational challenges, quality requirements, and supply chain objectives to drive long-term partnership, retention, and growth.
Drive account-level growth through strategic opportunity identification, leveraging data, customer insights, and market trends to uncover whitespace, influence demand, and expand wallet share across the Avantor portfolio.
Lead cross-functional account execution by leveraging local and global internal teams, as well as external partners, to deliver integrated solutions and achieve customer and revenue objectives.
Build relationships across procurement, supply chain, manufacturing, operations, quality, engineering, and executive leadership functions to identify opportunities and drive account growth.
Develop and execute strategic account plans, forecasts, and performance objectives, ensuring achievement of growth targets through disciplined account management, data-driven insights, and proactive customer engagement.
Build and sustain senior-level stakeholder relationships, leading strategic customer conversations that position Avantor as a trusted partner and advisor.
Manage complex customer interactions with professionalism and influence, applying strong listening, organizational, and consultative questioning skills to build trust and alignment.
Synthesize and analyze sales and account data to inform strategy, support management decisions, and optimize account performance.
Operate with high autonomy and accountability, effectively managing time, priorities, and account complexity in a dynamic environment.
Lead commercial negotiations by developing and executing large account pricing strategies, contract structures, and long-term commercial agreements.