Key Account Manager, Biopharma

Summary

Supports revenue growth across a defined territory by managing the sales process for a portfolio of customers. Focuses on acquiring new customers and expanding business within existing accounts through in-person meetings, product presentations, and consultative selling. Collaborates with internal teams such as Account Managers, Product Specialists, and Customer Care to deliver tailored solutions aligned with customer needs. Maintains accurate records in CRM systems (e.g., C4C), monitors sales activity, and executes territory business plans aligned with broader commercial goals. Applies established sales practices and product knowledge to address recurring customer needs and support operational execution.

• 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.
• Provide higher and differentiating value not by what you sell – but by ‘How’ you sell
• Develop, implement, and enforce quality control procedures and standards.
• Targets:  Meet/exceed IOP for sales and margin. 
• Develop awareness / sales to increase margin. Identify quality issues with escalation to direct reporting
• Strategy Implementation: Demonstrate strategic agility in approach to customers and projects (solutions must be tailored to meet individual customer needs). 
• Implement agreed strategies across defined accounts while maintaining and developing existing business.
• Business Development: Drive new and existing opportunities by managing territory appropriately to maximize number of customer visits. Call customers frequently to create opportunities for selling the Avantor portfolio of products. Understand customer profile, be able to identify trends and opportunities that will generate sales.
• Utilize Avantor Resources: Utilize local and global internal (cross-functional) and external contacts to help achieve targets. Utilize 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.

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. Consultative Selling) and technology platforms including CRM Tools

KNOWLEDGE SKILLS AND ABILITIES

• 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
• 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
• A clear ability to manage customer interactions professionally by demonstrating excellent listening and organizational skills, and by using probing questions and reflective language to engage customers and build trust
• Outstanding interpersonal skills with the ability to manage various buyer types and personalities (e.g. technical-, user-, and economic buyers)
• Strong organizational skills that drive projects forward
• Is able to synthesize 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
• Proactive, Inspirational and Team Focused
• A natural desire to share knowledge and seeks to consistently develop internal and external relationships
• Keeps up to date with relevant market trends