Major Account Manager (Research Triangle Park, NC)

Avantor; North Carolina; Hybrid; USD 95,000 - 150,000; Full time

Job summary

Avantor is seeking a Major Account Manager to actively manage a portfolio of strategic pharmaceutical and biopharmaceutical manufacturing accounts in the Raleigh-Durham-Chapel Hill area. You will be the primary executive contact, partnering with customers and internal teams to deliver integrated solutions and drive business outcomes.

The role emphasizes consultative, data-driven selling, stakeholder management, and cross-functional collaboration across procurement, supply chain, and operations.

Qualifications

• 3+ years in a complex B2B sales environment with multiple buyers involved.
• Experience with SPIN or consultative selling approaches.
• Proficiency with CRMs and sales analytics tools.
• Proficiency with Microsoft Office Suite, including Teams.
• Scientific or technical background preferred.

Responsibilities

• Own and grow strategic pharma/biopharma accounts as the primary executive contact.
• Develop deep understanding of customer objectives, manufacturing priorities, and supply chain needs.
• Drive account growth through strategic opportunity identification and data-driven insights.
• Lead cross-functional account execution with local and global teams, and external partners.
• Lead commercial negotiations and long-term contracts to maximize value.

Skills

B2B sales

Stakeholder mgmt

Consultative selling

CRM experience

MS Teams

Education

College degree or equivalent experience

Tools

CRM software

Sales analytics tools

MS Office Suite (Teams)

Job description

The Opportunity: Avantor is looking for a dedicated, high-energy Major Account Manager who creates value in every customer interaction by partnering with customers and internal teams to develop impactful solutions that drive business outcomes. Our priority is delivering differentiated value, not simply through what we sell, but through how we partner, consult, and solve challenges for our customers. This is a full‑time position supporting the Raleigh‑Durham‑Chapel Hill (Research Triangle), NC area, with an expectation of being in the field 4+ days per week. You will have the opportunity to consultatively sell Avantor's large portfolio of products and services to a diverse set of current and prospective clients. If you have a passion for science and outstanding interpersonal skills with the ability to manage various buyer types and personalities– let’s talk!

What we’re looking for

• Education: College degree or equivalent/applicable experience preferred
• Experience: Prefer 3+ years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach and/or 3+ years in Pharma manufacturing where stakeholder relationships are critical to the role
• Collaboration Tool: Proficiency with Microsoft Office Suite, including Teams.
• Experience with CRMs and Sales Analytical tools is preferred

Preferred Qualifications:

• B2B sales experience preferred, particularly within distribution, life sciences, pharmaceutical manufacturing, bioprocessing, biotechnology, vaccine production, cell and gene therapy, or CDMO environments.
• Proven track record of driving growth through consultative and strategic selling approaches in fast-paced, results-oriented environments.
• Demonstrated success managing multiple stakeholders and utilizing formal sales methodologies (e.g., SPIN, Consultative Selling).
• Scientific or technical background preferred.
• Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff.
• Willingness to travel to customer locations minimum 4 days a week; must have a valid driver's license.

How you will thrive and create an impact

Own and grow a portfolio of strategic pharmaceutical and biopharmaceutical manufacturing accounts by serving as the primary executive-level point of contact and trusted business partner. Develop deep understanding of customer business objectives, manufacturing priorities, operational challenges, quality requirements, and supply chain objectives to drive long‑term partnership, retention, and growth. Drive account-level growth through strategic opportunity identification, leveraging data, customer insights, and market trends to uncover whitespace, influence demand, and expand wallet share across the Avantor portfolio. Move beyond transactional selling to shape customer strategy through consultative, insight-led engagement. Lead cross-functional account execution by leveraging local and global internal teams, as well as external partners, to deliver integrated solutions and achieve customer and revenue objectives. Build relationships across procurement, supply chain, manufacturing, operations, quality, engineering, and executive leadership functions to identify opportunities and drive account growth. Develop and execute strategic account plans, forecasts, and performance objectives, ensuring achievement of growth targets through disciplined account management, data-driven insights, and proactive customer engagement. Build and sustain senior-level stakeholder relationships, leading strategic customer conversations that position Avantor as a trusted partner and advisor. Manage complex customer interactions with professionalism and influence, applying strong listening, organizational, and consultative questioning skills to build trust and alignment. Synthesize and analyze sales and account data to inform strategy, support management decisions, and optimize account performance. Operate with high autonomy and accountability, effectively managing time, priorities, and account complexity in a dynamic environment. Lead commercial negotiations by developing and executing large account pricing strategies, contract structures, and long‑term commercial agreements.

ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)

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. #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.

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 [e-mail] 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 Know Your Rights poster.

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®, a Fortune 500 company, is a leading global provider of mission‑critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries. Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve. One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers. We set science in motion to create a better world.