Sales Representative - Special Markets (LDS)

Avantor; Radnor (Delaware County); Remote; USD 79,000 - 134,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Wellness programs

Health savings accounts

Flexible spending accounts

401(k) plan with company match

Employee stock purchase program

11 paid holidays

18 PTO days annually

Volunteer time off

6 weeks of 100% paid parental leave

Job summary

Avantor is seeking a Sales Representative to manage US reseller relationships and drive indirect revenue growth across the US, with heavy travel to customer locations. The role partners with cross-functional teams to resolve issues, support commercial agreements, and ensure effective reseller execution.

The ideal candidate will have experience with commercial agreements, pricing programs, and customer negotiations, plus a willingness to travel five days a week and a valid driver’s license.

Qualifications

• Experience negotiating commercial agreements and pricing programs.
• Ability to work in a cross-functional, matrixed environment.
• Willingness to travel to customer locations 5 days a week.
• Valid driver’s license in good standing.

Responsibilities

• Manage reseller and distributor relationships to support revenue growth and customer retention.
• Serve as the primary commercial contact for reseller accounts and key business partners.
• Develop and maintain account plans to drive growth within assigned reseller channels.
• Coordinate with cross-functional teams to resolve commercial and operational issues.

Skills

CRM systems

QlikSense

Driver's license

Team collaboration

Tools

Microsoft Teams

ERP systems

CRM systems

MS Office

Job description

The Opportunity:

Avantor is looking for a dedicated and creative Sales Representative and is responsible for managing US reseller relationships, supporting revenue growth through indirect sales channels, and serving as a key commercial contact for reseller accounts. This role works closely with the Director – Resellers, Customer Service, Quotes, Pricing, Finance, Legal, Risk Management, and Operations teams to resolve customer issues, manage account governance, support commercial agreements, and ensure effective execution of reseller business strategies.

This role supports the entire United States, with heavy engagement in Texas, California, and New Jersey.

What we’re looking for:

• Experience:
  • Experience working with commercial agreements, pricing programs, and customer negotiations.
  • Demonstrated ability to work effectively in a cross-functional, matrixed business environment.
  • Willingness to travel to customer locations 5 days a week
  • Must hold a valid driver's license in good standing
• Collaboration Tool: Microsoft Office, specifically Teams with preference for experience in CRM systems and QlikSense
• Preferred Qualifications:
  • Minimum 5 years B2B sales experience, preferably in a distribution environment
  • Market knowledge and experience preferred

How you will thrive and create an impact:

Account & Channel Management

• Manage reseller and distributor relationships to support revenue growth and customer retention.
• Serve as the primary commercial contact for reseller accounts and key business partners.
• Develop and maintain account plans to drive growth within assigned reseller channels.
• Identify opportunities to expand reseller engagement and increase market penetration.

Commercial Operations

• Support execution of pricing programs, customer agreements, and commercial terms.
• Ensure reseller accounts comply with company policies and business processes.
• Manage Inside Sales partner, 1 direct report.

Customer & Partner Support

• Build and maintain strong working relationships with reseller partners.
• Manage escalated customer concerns and coordinate timely resolution.
• Support customer negotiations and commercial discussions.
• Act as an advocate for reseller customers within the organization.
• Build strong working relationships with vendors and self-manufactured product leaders.

Cross-Functional Collaboration

• Work closely with Customer Service, Quotes, Pricing, Finance, Risk Management, Legal, and Sales teams to resolve commercial and operational issues.
• Support B2B engagement efforts to streamline ordering processes and reduce manual order interventions.
• Coordinate efforts to address payment disputes, order issues, pricing discrepancies, and customer escalations.
• Provide guidance regarding reseller engagement, account ownership, and customer management processes.
• Support continuous improvement initiatives that enhance customer experience and operational efficiency.

Knowledge, Skills & Abilities (Those necessary to perform the job competently):

Business & Commercial Skills

• Account management and customer relationship management expertise.
• Knowledge of pricing, contracts, and commercial business practices.
• Strong analytical and problem-solving skills.
• Ability to evaluate business opportunities and customer needs.

Leadership & Collaboration

• Ability to influence stakeholders and drive decisions across functions.
• Strong organizational and project management skills.
• Effective conflict resolution and decision-making capabilities.
• Ability to manage multiple priorities in a fast-paced environment.

Communication Skills

• Excellent verbal, written, and presentation skills.
• Strong customer-facing and relationship-building capabilities.
• Ability to communicate effectively with customers, peers, and leadership.

Technical Skills

• Proficiency in Microsoft Excel, PowerPoint, Outlook, and Teams.
• Experience with CRM and ERP systems.
• Familiarity with commercial operations processes.

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 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. Apply today!

Pay Transparency

The expected pre-tax pay for this position is

$78,850.00 - $134,320.00

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,

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. 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.

Benefits

• Medical coverage
• Dental coverage
• Vision coverage
• Wellness programs
• Health savings accounts
• Flexible spending accounts
• 401(k) plan with company match
• Employee stock purchase program
• 11 paid holidays
• 18 PTO days annually
• Volunteer time off
• 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.