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Account Manager, Lab Business

3 weeks ago

Tullamarine, Australia Avantor Full time

**Job Summary**:
Relationship Development: Increase competitive advantage and drive customer satisfaction by building trust and developing strong relationships. Add value in every interaction by working together with customers and internal teams to develop beneficial solutions for their business.

Targets: Meet/exceed IOP for sales and margin. Develop awareness / sales in the Avantor range to increase margin.

Strategy Implementation: Demonstrate strategic agility in approach to customers and projects (solutions must be tailored to meet individual customer needs).

Business Development: Drive new and existing opportunities by managing territory appropriately to maximise number of customer visits. Call customers frequently to create opportunities. Understand customer profile, be able to identify trends and opportunities that will generate sales.

Utilise local and global internal (cross-functional) and external contacts to help achieve targets. Utilise CRM database to manage customer relationships, interactions and information that will increase effectiveness and aid sales.

Planning/Forecasting: Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning for increased effectiveness.

Performs other duties as assigned

QUALIFICATIONS
BA/BSc or equivalent essential
3+ years of experience in a complex sales environment, where multiple clients 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 Experienced in working in a fast paced and targeted environment, with high team interaction, routinely interacting with customers, manufacturers and colleagues
Business-to-business sales experience, preference may be given to those with distribution experience and a scientific background and/or having worked in a laboratory or research environment
Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Consultative Selling) and technology platforms including CRM Tools

KNOWLEDGE, SKILLS & ABILITIES & COMPETENCIES

Knowledge
A good understanding of company’ products, promotions, services
- and solution offerings for customers
Must have an in-depth understanding of relationship types and buyer behaviors
Fluent in oral and written English, preferably 1 or 2 more languages

**Skills**:Ability to take content and structure it in a way that is most appropriate for the audience and objective
Ability to develop mutually beneficial relationships and drive strategic conversations with Customers
Outstanding interpersonal skills with the ability to manage various buyer types and personalities (e.g. technical-, user-, and economic buyers)
Strong organisational skills that drive projects forward
Is able to synthesise and integrate sales data to support management decisions
Ability to work independently and successfully manage time and territory
Strong ability to negotiate large account pricing strategies / contracts
Ability to handle difficult situations effectively

ABILITIES / COMPETENCIES:
Engages in conversations regarding long term strategies and aligns effectively with buyers at every stage of their purchase decision process Is responsible for understanding the strategy of every customer
Innately customer focused and motivated to deliver value in every interaction
Proactive, Inspirational and Team Focused
Keeps up to date with relevant market trends
Commits to agreed actions on agreed timelines with customers
Helps to quantify the benefits of the solution to the customer
Drives meaningful conversations with the customer that help to develop a vision including solutions to problems

LI-AMEA

**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 recognize the value of diverse workforce and aim to create employment opportunities such that all employees achieve their full potential and work in an environment free of discrimination and harassment. We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, caste, color, religious creed, ethnicity, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by central, national, provincial or local laws.

3rd party non-solicitation policy