Major Account Manager

Avantor; Claremont (CA); On-site; USD 65,000 - 111,000; Full time

Job summary

Avantor, a global science leader, seeks a high-energy Major Account Manager for the Bay Area. You will partner with customers and Avantor teams to address complex scientific and business needs through strategic, consultative selling.

This full-time, on-site role requires traveling to customer locations, building lasting relationships, and delivering data-driven account planning to grow share of wallet across Avantor's portfolio.

Qualifications

• Bachelor's degree preferred in Science, Business, or related discipline.
• Ability to understand technical customer applications, workflows, and business needs.
• Strong relationship-building, communication, negotiation, strategic planning, and organizational skills.
• Willingness to travel to customer locations 5 days a week.
• Must hold a valid driver's license in good standing.

Responsibilities

• Own and expand strategic customer relationships as primary point of contact for assigned major accounts.
• Drive strategic account growth using customer insights, sales data, and market trends.
• Lead with a consultative approach to provide insights and solutions.
• Coordinate cross-functional account execution with local and global teams.
• Own account planning, forecasting, and performance management.
• Develop senior-level stakeholder relationships and lead strategic conversations.
• Navigate complex customer interactions with professionalism and influence.
• Analyze sales and account performance data to identify opportunities.
• Lead complex commercial negotiations and long-term agreements.

Skills

Relationship building

Negotiation

Strategic planning

Sales forecasting

Communication

Travel ≥4 days/week

Education

Bachelor's degree preferred

Tools

Microsoft Office

Salesforce

SAP C4C

QlikView

Job description

The Opportunity:

Major Account Manager - Bay Area

Avantor is seeking a high-energy, customer-focused Major Account Manager who brings value to every interaction. In this role, you will partner closely with customers and internal teams to develop solutions that address complex business and scientific needs. Success is not defined simply by what you sell, but by how you sell-through strategic thinking, consultative engagement, collaboration, and trusted customer relationships.

This is a full-time position supporting major customer accounts throughout the Bay Area. The role requires being onsite with customers 5 days per week, and candidates located near the East Bay are preferred.

As a Major Account Manager, you will have the opportunity to consultatively sell Avantor's extensive portfolio of products and services to both existing and prospective customers. This opportunity is ideal for someone who has a passion for science, strong interpersonal skills, and the ability to build relationships with a diverse range of stakeholders and decisionmakers.

What We're Looking For

Education

• Bachelor's degree preferred, preferably in Science, Business, or a related discipline.

Experience

• Ability to understand technical customer applications, workflows, and business needs.
• Strong relationship-building, communication, negotiation, strategic planning, and organizational skills.
• Willingness to travel to customer locations 5 days a week

• Must hold a valid driver's license in good standing

Technology

• Proficiency with Microsoft Office and Teams preferred.
• Experience with Salesforce, SAP C4C, and/or QlikView is preferred.

Preferred Qualifications

• Preferably 5+ years of experience in a complex B2B sales environment involving multiple stakeholders and solution-based selling.
• Demonstrated record of sales success and sustainable account growth using a consultative and strategic selling approach.
• Experience working 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.
• Excellent communication, collaboration, and stakeholder-management skills.

How You Will Thrive and Create an Impact

As a Major Account Manager, you will:

• Own and expand strategic customer relationships by serving as a primary point of contact for assigned major accounts. Develop a deep understanding of customers' business objectives, scientific priorities, and operational challenges to strengthen retention, partnership, and long-term growth.
• Drive strategic account growth by using customer insights, sales data, and market trends to identify opportunities, uncover whitespace, influence demand, and increase Avantor's share of wallet.
• Lead with a consultative approach, moving beyond transactional selling to provide insights and solutions that help customers achieve their strategic and scientific objectives.
• Coordinate cross-functional account execution by bringing together 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 disciplined account strategies and data-driven insights to achieve key performance indicators and business objectives.
• Develop senior-level stakeholder relationships and lead strategic customer conversations that establish Avantor as a trusted business partner and advisor.
• Navigate complex customer interactions with professionalism and influence, using active listening, consultative questioning, organization, and relationship-building skills to establish trust and alignment.
• Analyze sales and account performance data to identify opportunities, inform account strategy, support business decisions, and continuously improve performance.
• Operate with autonomy and accountability, effectively managing competing priorities, customer expectations, and complex account environments.
• Lead complex commercial negotiations, developing and executing major-account pricing strategies, contract structures, and long-term commercial agreements that create sustainable value for both Avantor and its customers.
• Willingness to travel to customer locations at least four days per week and possession of a valid driver's license in good standing.

Ultimately, this role is about becoming a strategic partner to the customer-understanding their organization, anticipating their needs, connecting the right Avantor capabilities to their priorities, and creating measurable value through every customer interaction.

#LI-Remote

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.

Why Avantor?

Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.
The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor.
We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world.

Pay Transparency:

The expected pre-tax pay for this position is

$65,000.00 - $110,745.00

This reflects base salary.

This position is subject to incentive compensation, where the expected pre-tax Target Cash Opportunity ("TCO") for this position is based on the achieved sales and in the amount/range of,

$108,350.00 - $184,575.00

Actual Pay may differ depending on relevant factors such as prior experience and eligible geographic location.

TCO is defined as Base Salary + Target Sales Incentive (Sales Incentive eligible role only).

EEO Statement:

We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. 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.

Privacy Policy:

We will use the personal information that you have submitted to us in order to consider your application for the relevant role.

Your privacy is important to us. Please click here for our Privacy Policy which explains the purposes for which we will use your personal information and the ways in which we will handle and retain your information. It also explains the rights you have in relation to your information, and how to contact us with any queries or requests.

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.

Avantor offers a comprehensive benefits package including medical, dental, and vision coverage, wellness programs, health savings and flexible spending accounts, a 401(k) plan with company match, and an employee stock purchase program. Employees also receive 11 paid holidays, accrue 18 PTO days annually, are eligible for volunteer time off and 6 weeks of 100% paid parental leave (except in states that offer paid family leave). These benefits may not apply to employees covered by a collective bargaining agreement or those subject to other eligibility rules.