Major Accounts Manager

Avantor•USA-TX Remote, TX

6d•$69,000 - $117,530•Remote

About The Position

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.

Requirements

2+ years sales experience required
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 organizational 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 organizational skills that drive projects forward
Can 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 tap 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
Willing to travel to customer locations 5 days per week
Must hold valid Driver’s License

Nice To Haves

Bachelor degree preferred
Candidates located Dallas-Fort Worth area preferred

Responsibilities

Maintain 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.
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.
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.
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 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.