Consultative Sales Representative

Company: Avantor
Location: Redmond
Posted on: November 16, 2021

Job Description:

Job Summary
The Senior 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 Avantor offers to their customers, regardless of segment specialty.
MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)

• Provide Avantor 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 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.
  
  QUALIFICATIONS (Education/Training, Experience and Certifications)
  
  
  • College degree or equivalent/applicable experience
    • 5-7 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 salesforce.com and Qlikview
      
      KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)
      
      
      • Science or Medical Technology 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)
        
        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.
        
        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.
        
        EEO Statement
        
        We are an Equal Employment/Affirmative Action employer. 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 ...@avantorsciences.com 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 Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.
        
        EEO is the Law
        
        OFCCP EEO Supplement
        
        PAY TRANSPARENCY NONDISCRIMINATION PROVISION
        
        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 Associated topics: administrative, director of sales, leader, manager of sales, principal, sales director, sales executive, sales leader, shift lead, team leader

Keywords: Avantor, Redmond , Consultative Sales Representative, Other , Redmond, Washington