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Consultative Sales Representative - Avantor Sciences

Company: Avantor
Location: Metairie
Posted on: October 14, 2021

Job Description:

Job Summary
The Sales Representative is accountable for all sales activities, from lead generation through close of sale, in an assigned territory, using a formal selling approach. This role develops and implements an agreed upon strategic plan which will meet the goals of expanding sales in the assigned geography. Sales Representatives collaborate with sales leadership, segment representatives, and Avantor support teams for the achievement of revenue growth, customer satisfaction, and long-term sustainability in a dynamic and demanding market. Sales Representatives have access to sell the entire product line(s) in the Pharmaceutical/Biotechnology/Industrial (PBI) segment that Avantor/VWR offers.
MAJOR JOB DUTIES AND RESPONSIBILITIES

  • Provide Avantor solutions to customers across the Pharmaceutical/Biotech/Industrial (PBI) segments.
  • Successfully manage a territory consisting of diverse customers across various markets by implementing sales strategies to optimize sales revenue growth and gross profits.
  • Prospect and establish new customers by managing and advancing a robust sales pipeline.
  • Develop and deliver proposals to customers, conveying Avantor/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 Avantor/VWR can offer their business.
  • Work with sales management to develop strategic territory business plan, manage pipeline and territory forecasting to optimize sales revenue growth and gross profit quota attainment.
  • Provide customer RFQs and bids with promptness and professionalism.
  • Build, sustain and leverage relationships with customers and vendors and ensure customer satisfaction and loyalty.
  • Manage Avantor/VWR's vast product portfolio and execute and implement company defined sales and marketing strategies.
  • Expand Avantor/VWR's role with existing customers by developing retention strategies by conveying Avantor/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 favorable pricing, and improve account profitability.
  • Demonstrate Avantor's mission and uphold the Avantor Code of Conduct.
  • Performs other duties as assigned


QUALIFICATIONS (Education/Training, Experience and Certifications)
  • College degree or equivalent/applicable experience
  • 2-3 years of experience working in a complex, dynamic sales environment, calling on multiple decision makers, involved in the purchasing decision
  • A proven track record of verifiable sales success driving growth with a consultative, strategic and solution-based selling approach
  • Business-to-business sales experience, with preference given to those with distribution experience, a scientific background and/or having work in a laboratory or research environment
  • Excellent interpersonal skills communicating and collaborating with management, manufacture reps, team members and internal specialists.
  • Demonstrated capability to effectively utilize best-in-class selling processes (e.g. SPIN, Challenger, Miller Heiman/Korn Ferry) and CRM platforms (Salesforce.com) and sales analyses platforms (Qlikview)


KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)

We seek a self-starting individual with outstanding communication skills and a positive attitude that can consistently apply their abilities to provide superior service. Candidates must be reliable, coachable, and passionate about delivering the Avantor value proposition. The ideal individual will be a high energy individual who is organized, self-motivated, detail-oriented, and possesses the ability to multi-task in a fast-paced, team environment.
  • Science, laboratory, research, or medical technology background preferred
  • Successful candidate will be adaptable and flexible, able to work, collaborate and thrive in a highly dynamic environment
  • Demonstrate growth mindset and open for coaching and development
  • Ability to work independently with excellent account management skills
  • Demonstrate excellent attention to detail with successful project management skills
  • Excellent analytical skills and ability to sell strategically and offer solutions
  • Ability to understand individual customer operations and continuously strive for customer service excellence.
  • Contract negotiations skills preferred
  • Willingness to travel to customer locations
  • MS Office (Excel, Word, PowerPoint)


ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT

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 resolve problems.

A frequent volume of work and deadlines impose strain on routine basis.

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.

DISCLAIMER:
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.

EEO Statement

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 law.

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, New Orleans , Consultative Sales Representative - Avantor Sciences, Other , Metairie, Louisiana

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