Major Account Manager – Education & Medical Research (North Carolina)
About The Position
Avantor is seeking a high-energy, customer-focused Major Account Manager to support Education & Medical Research customers throughout the greater Raleigh-Durham-Chapel Hill, North Carolina region. This full-time role involves being onsite with customers five days per week; candidates located within the assigned territory are preferred. The position consultatively sells Avantor's products and services to existing and prospective customers, including universities, academic research institutions, teaching hospitals, medical research centers, and other scientific organizations. The Major Account Manager partners with customers and internal teams to address complex scientific, operational, and business needs through strategic thinking, collaboration, and trusted customer relationships. The successful candidate will develop strategic customer relationships, understand customer research and operational priorities, identify account-growth opportunities, and coordinate integrated solutions. The role also owns account planning, forecasting, performance management, senior-level customer engagement, data analysis, and commercial negotiations. The position calls for autonomy, accountability, and the ability to create measurable value for customers and Avantor.
Requirements
- Ability to understand technical customer applications, research workflows, laboratory operations, and business needs.
- Strong relationship-building, communication, negotiation, strategic planning, and organizational skills.
- Willingness to travel to customer locations five days per week.
- Valid driver's license in good standing.
- Demonstrated record of sales success and sustainable account growth using a consultative and strategic selling approach.
- Excellent communication, collaboration, and stakeholder-management skills.
Nice To Haves
- Bachelor's degree preferred, preferably in Science, Business, or a related discipline.
- Proficiency with Microsoft Office and Teams.
- Experience with Salesforce, SAP C4C, and/or QlikView.
- Five or more years of experience in a complex B2B sales environment involving multiple stakeholders and solution-based selling.
- Experience supporting customers in higher education, academic research, healthcare research, life sciences, biotechnology, or laboratory environments.
- Experience in a fast-paced, goal-oriented environment requiring significant collaboration with customers, manufacturers, and internal teams.
- Demonstrated ability to apply established selling methodologies such as SPIN or Consultative Selling.
Responsibilities
- Serve as the primary point of contact for universities, academic medical centers, research institutions, and laboratory environments throughout the territory.
- Develop an understanding of customer objectives, research priorities, funding initiatives, operational challenges, procurement processes, and laboratory needs to strengthen retention, partnership, and long-term growth.
- Use customer insights, sales data, and market trends to identify opportunities, uncover whitespace, influence demand, and grow Avantor's share of wallet.
- Consult with customers and provide tailored solutions and value-added partnerships that support research, scientific discovery, and educational initiatives.
- Build relationships with principal investigators, laboratory managers, procurement teams, department leadership, facilities teams, research administrators, and executive leadership.
- Coordinate account execution among local and global Avantor teams, suppliers, and external partners to deliver integrated solutions and achieve customer and revenue objectives.
- Own account planning, forecasting, and performance management, using account strategies and data-driven insights to meet key performance indicators and business objectives.
- Develop senior-level stakeholder relationships and lead strategic customer conversations that position Avantor as a trusted advisor and partner.
- Navigate complex customer interactions using active listening, consultative questioning, organization, and relationship-building to establish trust and alignment.
- Analyze sales and account performance data to identify opportunities, inform strategy, support business decisions, and improve account performance.
- Manage competing priorities, customer expectations, and complex account environments with autonomy and accountability.
- Lead commercial negotiations and develop pricing strategies, contract structures, and long-term agreements that create sustainable value for Avantor and its customers.
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Wellness programs
- Health savings account
- Flexible spending accounts
- 401(k) plan with company match
- Employee stock purchase program
- 11 paid holidays
- 18 PTO days accrued annually
- Volunteer time off
- Six weeks of 100% paid parental leave, except in states that offer paid family leave
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
