Avantor, Inc. BD Manager in Beijing, China
Job SummaryPOSITION PROFILE: (Basic Purpose of Position)The purpose of the SM is to create sustainable and profitable relationships with customers by helping them to succeed. The SM is accountable for all sales activities, from lead generation through closing, in an assigned territory using a formal selling approach. She/He will be responsible for identifying priority accounts and agreeing on strategies and tactics for high growth opportunities. The SM will work closely with the distributors and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company business strategy. Together with the customer and other Avantor/VWR resources the SM will further develop the business by analyzing customer needs; identifying solutions and building an individual customer solution plans.
MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)
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 Avantor/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 maximize number of customer visits. Call customers frequently to create opportunities for selling the Avantor/VWR portfolio of products. Understand customer profile, be able to identify trends and opportunities that will generate sales.
Planning/Forecasting: Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning for increased effectiveness.
Utilize Avantor/VWR Resources: Utilize local and global internal (cross-functional) and external contacts to help achieve targets. Utilize Avanto/VWR database to manage customer information that will increase effectiveness and aid sales.
Performs other duties as assigned
QUALIFICATIONS (Education/Training, Experience and Certifications)
BA/BSc or equivalent in biological or pharmaceutical science or related fields (applicable experience)
2+ 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
- Business-to-business sales experience, preference may be given to those with distribution
experience and a pharmaceutical technique background and/or having worked in a pharmaceutical factory or research environment
- Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN,
- Mandatory attendance of appropriate Avantor/VWR Sales Trainings
KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES (Those necessary to achieve conformity of products and services)
Displays good understanding of company’ products, promotions, services- and solution offerings for customers
Must have an in-depth understanding of relationship types and buyer behaviors
Keeps up to date with relevant market trends
In-depth understanding of the different Avanto/VWR functions and their role
Is responsible for understanding the strategy of every customer
Good in oral and written English
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
Collaborates (with) and orchestrates the broader internal network
Builds and maintains clients trust through continuous and transparent engagements throughout projects
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
Engages in conversations regarding long term strategies and aligns effectively with buyers at every stage of their purchase decision process
Outstanding interpersonal skills with the ability to manage various buyer types and personalities (e.g. technical-, user-, and economic buyers)
Develops credibility by challenging the client’s thinking to co-create valuable solutions
Uses specialists to offer valuable insights into addressing problems
Drives meaningful conversations with the customer that help to develop a vision including solutions to problems
Strong organizational skills that drive projects forward
Focuses on outcomes that they can support and taps into the power of the broader Avantor/VWR network to support customer projects
Helps to quantify the benefits of the solution to the customer
Is able to synthesize and integrate sales data to support management decisions
Commits to agreed actions on agreed timelines with customers
Ability to work independently and successfully manage time and territory
Abilities and Competencies:
Experienced in working in a fast paced and targeted environment, with high team interaction, routinely interacting with customers, distributors and colleagues
Innately customer focused and motivated to deliver value in every interaction
Ability to handle difficult situations effectively
A natural desire to share knowledge and work with the wider Avantor/VWR Network and seeks to consistently develop internal and external relationships
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)
Typically works in a home office environment with extensive regional travel to customer locations.
Work assignments are diversified. Examples of past precedent are used to resolve work problems.New alternatives may be developed to resolve problems.
A frequent volume of work and deadlines impose strain on routine basis.
Minimal physical effort is required. Work is mostly sedentary but does require walking, standing,
bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with a job.
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.
We recognize the value of diverse workforce and aim to create employment opportunities such that all employees achieve their full potential and work in an environment free of discrimination and harassment. We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, caste, color, religious creed, ethnicity, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by central, national, provincial or local laws.
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
Avantor® is a leading global provider of integrated, tailored solutions for the life sciences and advanced technology industries. Strengthened by the recent acquisition of VWR, the Company is a trusted partner to customers and suppliers from discovery to delivery. With operations in more than 30 countries and a diverse portfolio that includes more than four million products, Avantor enables customer success through innovation, cGMP manufacturing and comprehensive service offerings. Collectively, we set science in motion to create a better world.
Learn more at www.avantorsciences.com