Sales Representative

Avantor; Sacramento (CA); On-site; USD 59,000 - 101,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401(k) with company match

Employee stock purchase program

Job summary

Avantor is hiring a Sales Representative to drive growth in a defined California territory. You will sell Avantor products and services, identify new customers, and manage end-to-end deals including installation and post-sale support.

Ideal candidates bring 3–5 years in complex B2B sales, a science or lab background preferred, and strong communication as well as consultative selling skills. Will travel to customer sites and collaborate with cross-functional teams.

Qualifications

• College degree or equivalent or applicable experience.
• 3–5 years in a complex sales environment with multi-person buying decisions.
• Proven track record of sales growth with a consultative, strategic approach.
• B2B sales experience; distribution experience or lab/scientific background preferred.
• Familiarity with SPIN, Challenger, Miller Heiman and platforms like SAP C4C/Qliksense.

Responsibilities

• Sell products and/or services to assigned clients and identify new customers.
• Negotiate, close sales, coordinate installation or delivery and post-sale services.
• Secure and maintain distribution of products and services and manage agreements.
• Travel to customer locations; build long-term relationships and drive territory growth.

Skills

Consultative selling

Account management

Communication skills

Analytical skills

Education

College degree or equivalent

Tools

SAP C4C

Qliksense

Job description

The Opportunity

At Avantor, people are the most important part of our success because they drive our global performance. That's why our Operations, Lab Services, Sales, and many other Avantor teams rely on our talent acquisition initiatives to attract, engage and hire the right talent. Avantor's Sales vertical is a crucial part of this mix, enabling all our internal teams worldwide to grow beyond their limits.

Under general supervision, the Sales Representative is responsible for selling products and/or services to a group of clients and identify new and potential customers in order to reach the project profitability and billing levels within an assigned sales territory and/or account. Activities include: negotiation, sale, installation or delivery, and post-sale services. Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements.

This person MUST reside in near proximity to South San Francisco, CA.

What we're looking for

• Education: College degree or equivalent/applicable experience
• Experience: 3-5 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
• 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 SAP C4C and Qliksense

Who you are

• Science or manufacturing research background preferred
• Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff
• 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
• Excellent analytical skills and ability to sell strategically within an account
• Ability to understand individual customer operations
• Willingness to travel to customer locations
• Computer Knowledge (Microsoft Office)
• Holder of a valid Driver's License
• Willingness to travel to customer locations minimum 5 days a week

How you will thrive and create an impact

• Provide Avantor solutions to customers across assigned 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 Avantor'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 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 Avantor's vast product portfolio and execute and implement company defined sales and marketing strategies.
• Expand Avantor's role with existing customers by developing retention strategies illustrating Avantor'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.

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.

• 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.