Job Summary We are currently looking for an Account Manager to join our team, to cover s ales in three regions:
Marche, Molise and Abruzzo.
What you will be doing on a daily basis:
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.
Targets:
Meet/exceed IOP for sales and margin.
Develop awareness / sales in the VWR Private Label range to increase margin.
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 maximise number of customer visits.
Call customers frequently to create opportunities for selling the VWR portfolio of products.
Understand customer profile, be able to identify trends and opportunities that will generate sales.
Utilise VWR Resources:
Utilise local and global internal (cross-functional) and external contacts to help achieve targets.
Utilise VWR 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 (Education/Training, Experience and Certifications) 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.
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 and technology platforms including CRM Tools What you will need to be successful at Avantor:
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 Broad understanding of VWR Product & Service portfolio In-depth understanding of the different VWR functions and their role Fluent in oral and written English, preferably 1 or 2 more languages Skills 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 organisational skills, and by using probing questions andreflective 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 organisational 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 Ability to manage stress Abilities and Competencies:
Full time Location:
Milan, ITA