Major Account Manager

Avantor; Sacramento (CA); Sur place; USD 65 000 - 185 000; Plein temps

Avantages offerts par ce poste

Medical/Dental/Vision

Employee Stock Purchase Plan

Parental leave

Résumé du poste

Avantor in the Bay Area is seeking a Major Account Manager to partner with customers and internal teams to address complex business and scientific needs. This full-time, on-site role requires building trusted relationships and leading consultative, strategic selling with major accounts across the region.

You will own account planning, forecasting, and performance management, traveling to customer locations four days per week and negotiating major-account pricing and long-term agreements to

Qualifications

• Education: Bachelor’s degree preferred in Science, Business, or related discipline.
• Experience: Ability to understand technical customer applications, workflows, and business needs; strong relationship-building, negotiation, strategic planning, and organizational skills; willingness to travel five days a week; valid driver’s license.
• Technology: Proficiency with Microsoft Office and Teams; experience with Salesforce, SAP C4C, and/or QlikView.

Responsabilités

• Own and expand strategic customer relationships by serving as primary contact for assigned major accounts.
• Develop understanding of customers’ objectives, priorities, and challenges to strengthen retention and growth.
• Drive strategic account growth using customer insights, sales data, and market trends to identify opportunities.
• Lead consultative approach to deliver insights and solutions that meet strategic and scientific objectives.
• Coordinate cross-functional account execution with local and global teams, suppliers, and partners to deliver integrated solutions.

Connaissances

Relationship-building

Negotiation

Strategic planning

Communication

Organizational skills

Willingness to travel

Formation

Bachelor’s degree preferred

Outils

Microsoft Office

Teams

Salesforce

SAP C4C

QlikView

Description du poste

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 on site with customers five 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 decision-makers.

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 five 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

• 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.

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. If you need a reasonable accommodation for any part of the employment process, please contact us by email at and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case‑based. 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 Know Your Rights poster.

Benefits

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 for employees covered by a collective bargaining agreement or those subject to other eligibility rules.

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.