Major Account Manager (Research Triangle Park, NC)
Avantor
Summary
Avantor is looking for a dedicated, high-energy Major Account Manager who creates value in every customer interaction by partnering with customers and internal teams to develop impactful solutions that drive business outcomes. This is a full-time position supporting the Raleigh-Durham-Chapel Hill (Research Triangle), NC area, with an expectation of being in the field 5 days per week. You will have the opportunity to consultatively sell Avantor's large portfolio of products and services to a diverse set of current and prospective clients.
Job description
How you will thrive and create an impact
- Own and grow a portfolio of strategic pharmaceutical and biopharmaceutical manufacturing accounts by serving as the primary executive-level point of contact and trusted business partner.
- Develop deep understanding of customer business objectives, manufacturing priorities, operational challenges, quality requirements, and supply chain objectives to drive long-term partnership, retention, and growth.
- Drive account-level growth through strategic opportunity identification, leveraging data, customer insights, and market trends to uncover whitespace, influence demand, and expand wallet share across the Avantor portfolio.
- Move beyond transactional selling to shape customer strategy through consultative, insight-led engagement.
- Lead cross-functional account execution by leveraging local and global internal teams, as well as external partners, to deliver integrated solutions and achieve customer and revenue objectives.
- Build relationships across procurement, supply chain, manufacturing, operations, quality, engineering, and executive leadership functions to identify opportunities and drive account growth.
- Develop and execute strategic account plans, forecasts, and performance objectives, ensuring achievement of growth targets through disciplined account management, data-driven insights, and proactive customer engagement.
- Build and sustain senior-level stakeholder relationships, leading strategic customer conversations that position Avantor as a trusted partner and advisor.
- Manage complex customer interactions with professionalism and influence, applying strong listening, organizational, and consultative questioning skills to build trust and alignment.
- Synthesize and analyze sales and account data to inform strategy, support management decisions, and optimize account performance.
- Operate with high autonomy and accountability, effectively managing time, priorities, and account complexity in a dynamic environment.
- Lead commercial negotiations by developing and executing large account pricing strategies, contract structures, and long-term commercial agreements.
Requirements
- College degree or equivalent/applicable experience preferred
- 3+ years of experience in a complex sales environment with solution-based selling approach and/or 3+ years in Pharma manufacturing
- Proficiency with Microsoft Office Suite, including Teams
- Experience with CRMs and Sales Analytical tools preferred
- B2B sales experience preferred, particularly within distribution, life sciences, pharmaceutical manufacturing, bioprocessing, biotechnology, vaccine production, cell and gene therapy, or CDMO environments
- Proven track record of driving growth through consultative and strategic selling approaches
- Demonstrated success managing multiple stakeholders and utilizing formal sales methodologies (e.g., SPIN, Consultative Selling)
- Scientific or technical background preferred
- Excellent communication and team interaction skills
- Willingness to travel to customer locations minimum 5 days a week
- Must have a valid driver's license
Benefits
- Medical, Dental & Vision
- Wellness Programs
- Health Savings Account
- Flexible Spending Account
- 401(k) Matching
- Employee Stock Purchase Program
- 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.