The Opportunity :

Avantor is looking for an Inside Sales Representative to join our Clinical Services team. The Inside Sales Account Representative will be accountable for all selling activities for the entire Avantor Clinical Services portfolio, from lead generation through close.

The portfolio of services under Avantor Clinical Services consist of kitting, equipment & ancillary supplies, and biorepository & archiving.

All of these services are customized to meet specific customer project needs and targeting customers in the clinical research space consisting of pharma, biotech and CRO / Central Labs.

This role creates maintains and executes an agreed upon sales pan which will meet assigned goals and objectives related to revenue and gross margin growth outlined in our Internal Operating Plan (IOP).

The Inside Sales Account Representative will work closely within their respective sales and support teams within various areas of services to ensure delivery of responsive service that meets client requirements, revenue and gross margin growth targets, and long-term client relationship development goals in line with the Avantor Clinical Services IOP.

What we are looking for :

• Bachelor's degree or equivalent / applicable experience
• 1-2 years of business development or similar experience where multiple people are involved in the purchasing decision and there is a solution based selling approach
• Business-to-business sales experience, with preference given to those with clinical trials and logistics experience and a clinical background and / or having work in a CRO, laboratory or a similar service environment
• Must have a good understanding of company' products, services, and solution offerings for customers
• Must have an in-depth understanding of relationship types and various buyer behaviors
• Understanding of Avantor Clinical Services (ACS) processes, procedures and policies as well as an understanding of Avantor functional areas and the roles they play
• Perfect command (both verbal and written) of the local language and fluency in English (both written and verbal)

Who you are :

• Capable of holding high level conversations with customers selling ACS custom solutions
• Ability to develop mutually beneficial, long term partnership relationships 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
• Proven solution selling / consultative selling skills
• Can competently tailor their approach to fit different customer interactions, meeting the individual needs of every client
• Ability to understand the client's business / strategy and market trends
• Ability to forecast business for assigned accounts
• Ability to use salesforce to effectively track an opportunity through the various stages of business development, and maintain a complete and up to date pipeline
• Outstanding interpersonal and communication skills with the ability to manage various buyer types and personalities
• Strong organizational skills that drive projects forward
• Ability to focus on the big picture and assist with long term customer projects
• Ability to see opportunities and have initial ideas around value adding solutions for the customer
• Helps to quantify the benefits of the solution to the customer
• Strong negotiation skills essential
• Ability to handle difficult situations and interactions
• Good time management skills

How you will thrive and create an impact :

• Create, submit for management approval, and implement a written Business Development plan.
• Develop attractive customer propositions across the range of Clinical Services based on their current and future needs as uncovered during the sales process focusing on smaller to mid-size opportunities that can lead to future larger customer relationships
• Generate sales leads using multiple methods including, but not exclusively, outbound sales calls, trade show follow up, digital inbound leads, market intelligence data and knowledge, Avantor cross-functional relationships and face to face meetings
• Be responsible for the submission of commercially viable proposals and quotations that are in line with or above company growth expectations, with the support of your line manager
• Prepare, draw insight and present within key accounts at Business Review Meetings to support current and future growth plans
• Track and report progress against assigned objectives weekly to designated management personnel using salesforce.com or other systems / documents as needed
• Timely and consistent updating of information in salesforce.com to ensure information is never more than a week old
• Forecast monthly projected BD wins and business impact based on current pipeline analysis
• Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer service and project management teams
• Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
• Capture and document competitive sales tactics and submit relevant expanded service and / or program ideas that could generate new areas of interest for the Clinical Services business.
• Capture competitor intelligence in the marketplace and submit into the marketing team
• Understand and work within key sales and operations processes within Clinical Services
• Be proactive in increasing your stakeholder network in the business to support the Clinical Services and wider Avantor growth targets
• Represent the company and present a professional image to customer to supply an outstanding image and impression of the company
• Perform 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. Apply today!

Pay Transparency :

The expected pre-tax pay for this position is

$0.00 - $0.00

Actual pay may differ depending on relevant factors such as prior experience and geographic location.

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 recruiting@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 .

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.

Last updated : 2024-02-28