Major Account Manager (Maryland)
Avantor
Summary
Avantor is seeking a high-energy, customer-focused Major Account Manager who brings value to every interaction. In this role, you will partner closely with customers and internal teams to develop solutions that address complex business and scientific needs.
Job description
This is a full-time position supporting major customer accounts throughout Maryland. The role requires being onsite with customers 5 days per week, and candidates located within the assigned Maryland territory are preferred.
As a Major Account Manager, you will have the opportunity to consultatively sell Avantor’s extensive portfolio of products and services to both existing and prospective customers.
How You Will Thrive and Create an Impact
- Own and expand strategic customer relationships by serving as a primary point of contact for assigned major accounts.
- Develop a deep understanding of customers’ business objectives, scientific priorities, and operational challenges to strengthen retention, partnership, and long-term growth.
- Drive strategic account growth by using customer insights, sales data, and market trends to identify opportunities, uncover whitespace, influence demand, and increase Avantor’s share of wallet.
- Lead with a consultative approach, moving beyond transactional selling to provide insights and solutions that help customers achieve their strategic and scientific objectives.
- Coordinate cross-functional account execution by bringing together local and global Avantor teams, suppliers, and external partners to deliver integrated solutions and achieve customer and revenue objectives.
- Own account planning, forecasting, and performance management, using disciplined account strategies and data-driven insights to achieve key performance indicators and business objectives.
- Develop senior-level stakeholder relationships and lead strategic customer conversations that establish Avantor as a trusted business partner and advisor.
- Navigate complex customer interactions with professionalism and influence, using active listening, consultative questioning, organization, and relationship-building skills to establish trust and alignment.
- Analyze sales and account performance data to identify opportunities, inform account strategy, support business decisions, and continuously improve performance.
- Operate with autonomy and accountability, effectively managing competing priorities, customer expectations, and complex account environments.
- Lead complex commercial negotiations, developing and executing major-account pricing strategies, contract structures, and long-term commercial agreements that create sustainable value for both Avantor and its customers.
Requirements
- Bachelor’s degree preferred, preferably in Science, Business, or a related discipline.
- Ability to understand technical customer applications, workflows, and business needs.
- Strong relationship-building, communication, negotiation, strategic planning, and organizational skills.
- Willingness to travel to customer locations 5 days a week.
- Must hold a valid driver's license in good standing.
- Proficiency with Microsoft Office and Teams preferred.
- Experience with Salesforce, SAP C4C, and/or QlikView is preferred.
- Preferably 5+ years of experience in a complex B2B sales environment involving multiple stakeholders and solution-based selling.
- Demonstrated record of sales success and sustainable account growth using a consultative and strategic selling approach.
- Experience working in a fast-paced, goal-oriented environment requiring significant collaboration with customers, manufacturers, and internal teams.
- Demonstrated ability to apply established selling methodologies such as SPIN or Consultative Selling.
- Excellent communication, collaboration, and stakeholder-management skills.
Benefits
- Medical, Dental & Vision
- Wellness Programs
- Health Savings Account
- Flexible Spending Account
- 401(k) Matching
- Employee Stock Purchase
- 11 Paid Holidays
- 18 PTO Days
- Volunteer Time Off
- 6 Weeks Paid Parental Leave
Company overview
Avantor is a leading global provider of mission-critical products and services to customers in the life sciences and advanced technology industries. Founded in 1904 as J.T. Baker Chemical Company, the company has evolved into a Fortune 500 organization with operations in over 30 countries and serving more than 300,000 customer locations worldwide. Avantor's comprehensive portfolio supports virtually every stage of research, development, and production activities across biopharma, healthcare, education, government, and advanced technology sectors. The company specializes in providing high-purity chemicals, laboratory equipment, single-use bioprocessing systems, and specialized services that enable breakthroughs in medicine, healthcare, and technology. With approximately 14,500 employees globally, Avantor plays a crucial role in supporting scientific innovation, including significant contributions to COVID-19 vaccine manufacturing through its synthetic lipid production capabilities. The company went public in 2019 and is listed on the New York Stock Exchange under the symbol AVTR.