Sales Representative

Avantor; Gaithersburg (MD); Hybrid; USD 59,000 - 101,000; Full time

Job summary

Avantor is seeking a driven Sales Representative to own all sales activities within an assigned territory, from lead generation through close. You will work with sales and support teams to expand customer sales, drive revenue, and ensure satisfaction in line with Avantor's business strategy.

You will manage a full product portfolio, travel to customer locations, and employ best-in-class selling processes (SPIN, Challenger, Miller Heiman) while leveraging Salesforce and other tools.

Qualifications

• Bachelor’s Degree or equivalent experience preferred.
• 3-5 years of relevant experience preferred.
• Experience in a complex sales environment with multiple decision makers.
• Proven track record of verifiable sales success with consultative, strategic selling.
• B2B sales experience; scientific background or lab/research exposure is a plus.

Responsibilities

• Sell and close opportunities in an assigned territory using a formal selling approach.
• Develop and implement an Operating Plan to meet personal and business goals.
• Collaborate with sales and support teams to drive customer satisfaction, revenue and long-term account goals.
• Prospect and establish new customers, manage a sales pipeline, and present proposals detailing value proposition.
• Build and sustain relationships with manufacturers and customers to improve account profitability.

Skills

Sales experience

Consultative selling

Communication

Time management

Travel readiness

Education

Bachelor’s Degree or equivalent

Tools

Salesforce.com

Clikview

Driver's License

Job description

The Opportunity:

The Sales Representative is accountable for all sales activities, from lead generation through close, in an assigned territory, using a formal selling approach. This role develops and implements an agreed upon Operating Plan which will meet both personal and business goals of expanding customer sales in the assigned geography. They will work closely within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company business strategy. Each Sales Representative has access to sell the entire product line(s) that VWR offers to their customers, regardless of segment specialty.

What we’re looking for:

• Education: Bachelor’s Degree or equivalent experience preferred
• Experience: 3-5 years of relevant experience preferred
  • Working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach
  • A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
  • Business-to-business sales experience, with preference given to those with distribution experience and a scientific background and/or having work in a laboratory or research environment
  • Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including Salesforce.com and Clikview
  • Holder of a valid Driver's License
  • Willingness to travel to customer locations minimum 5 days a week

Who you are:

• Excellent communication and team interaction skills
• Ability to carry on a business conversation with business owners and decision makers
• Ability to handle difficult situations and interactions
• Ability to work independently and successfully manage time and territory
• Willingness to travel to customer locations
• Computer Knowledge (Microsoft Office)

How you will thrive and create an impact:

• Provide VWR solutions to customers across the Pharmaceutical/Biotech/Industrial (PBI), Education & Medical Research (E&MR), or Healthcare & Government market segments.
• Manage a territory consisting of many customers across various markets
• Prospect and establish new customers by managing a sales pipeline and developing and delivering proposals to customers by illustrating 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 VWR can offer their business
• Work with sales management to develop strategic territory business plans for achievement of sales growth and quota attainment
• Work in conjunction with sales management team providing proposals and implementing sales strategies to achieve sales growth
• Build and sustain relationships with customers and ensure customer satisfaction and loyalty
• Manage VWR's vast product portfolio and execute and implement company defined sales and marketing strategies
• Expand VWR's role with existing customers by developing retention strategies illustrating 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 most favored pricing, and improve account profitability.
• Performs other duties as assigned.

ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)

• Typically works in a home office environment with extensive regional travel to customer locations with expectation of presence on campuses 4-5 times per week.
• 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.

Pay Transparency:

The expected pre-tax pay for this position is $59,150.00 - $100,740.00

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, $98,600.00 - $167,900.00

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 [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.

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.