Major Account Manager

Avantor • Seattle, WA

3d • $69,000 - $117,530

About The Position

The Major Account Manager (Seattle, WA) is responsible for driving B2B sales, revenue growth, and long‑term customer retention across a portfolio of strategic accounts in the Greater Seattle Area. This role owns the full account lifecycle—serving as a trusted advisor, developing territory management strategies, and applying a consultative selling approach to expand share of wallet and uncover new business development opportunities. You will engage with key stakeholders through onsite visits and virtual channels (phone, email, video conferencing) to deliver solution selling insights, strengthen client relationship management, and ensure a seamless post‑sale experience. Collaboration across internal teams is essential to support customer success, resolve issues, and maintain high service levels. Core responsibilities include developing territory and account plans, managing pipelines, providing accurate forecasting, preparing sales reports, and executing sales strategies that contribute to overall enterprise sales performance. Success in this role is measured by revenue growth, customer satisfaction, account expansion, and achievement of assigned sales targets. 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 maximize 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. Utilize VWR Resources: Utilize local and global internal (cross-functional) and external contacts to help achieve targets. Utilize 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 assigned

Requirements

• BA/BSc or equivalent essential
• 3+ 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 experience
• A 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 colleagues
• Business-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 environment
• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Consultative Selling) and technology platforms including CRM Tools
• A good understanding of company’ products, promotions, services- and solution offerings for customers
• Must have an in-depth understanding of relationship types and buyer behaviors
• Broad understanding of VWR Product & Service portfolio
• In-depth understanding of the different VWR functions and their role
• Fluent in oral and written English, preferably 1 or 2 more languages
• Ability to take content and structure it in a way that is most appropriate for the audience and objective
• Ability to develop mutually beneficial relationships and drive strategic conversations with Customers
• A 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 trust
• Outstanding 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 forward
• Is able to synthesize and integrate sales data to support management decisions
• Ability to work independently and successfully manage time and territory
• Strong ability to negotiate large account pricing strategies / contracts
• Ability to handle difficult situations effectively
• Builds and maintains clients trust through continuous and transparent engagements throughout projects
• Engages 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 customer
• Innately customer focused and motivated to deliver value in every interaction
• Proactive, Inspirational and Team Focused
• A natural desire to share knowledge and work with the wider VWR Network and seeks to consistently develop internal and external relationships
• Keeps up to date with relevant market trends
• Uses specialists to offer valuable insights into addressing problems
• Collaborates (with) and orchestrates the broader internal network
• Commits to agreed actions on agreed timelines with customers
• Focuses on outcomes that they can support and taps into the power of the broader VWR network to support customer projects
• Helps to quantify the benefits of the solution to the customer
• Develops credibility by challenging the client’s thinking to co-create valuable solutions
• Drives meaningful conversations with the customer that help to develop a vision including solutions to problems

Nice To Haves

• Business-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 environment

Responsibilities

• Driving B2B sales, revenue growth, and long‑term customer retention across a portfolio of strategic accounts
• Serving as a trusted advisor
• Developing territory management strategies
• Applying a consultative selling approach to expand share of wallet and uncover new business development opportunities
• Engaging with key stakeholders through onsite visits and virtual channels (phone, email, video conferencing) to deliver solution selling insights
• Strengthening client relationship management
• Ensuring a seamless post‑sale experience
• Collaboration across internal teams to support customer success, resolve issues, and maintain high service levels
• Developing territory and account plans
• Managing pipelines
• Providing accurate forecasting
• Preparing sales reports
• Executing sales strategies that contribute to overall enterprise sales performance
• Meet/exceed IOP for sales and margin
• Develop awareness / sales in the VWR Private Label range to increase margin
• 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
• Drive new and existing opportunities by managing territory appropriately to maximize 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
• Utilize local and global internal (cross-functional) and external contacts to help achieve targets
• Utilize VWR CRM database to manage customer relationships, interactions and information that will increase effectiveness and aid sales
• Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning for increased effectiveness
• Performs other duties as assigned

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level