北京招聘

POSITION PROFILE: (Basic Purpose of Position)
The purpose of the AM is to create sustainable and profitable relationships with customers by helping them to succeed. The AM 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 AM will work closely with the sales 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 VWR resources the AM 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 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 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 VWR Resources: Utilize local and global internal (cross-functional) and external contacts to help achieve targets. Utilize VWR CRM database to manage customer information that will increase effectiveness and aid sales.

Performs other duties as assigned

QUALIFICATIONS (Education/Training, Experience and Certifications)

• Minimum of a Bachelor's degree in Biology, Chemistry, Pharmacy or equivalent majors

• 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 selling approach

• 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 (e.g. SPIN, Consultative Selling) and technology platforms including CRM Tools

• Mandatory attendance of appropriate VWR Sales Trainings

KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES (Those necessary to achieve conformity of products and services)

Knowledge

• 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 VWR  functions and their role

• Is responsible for understanding the strategy of every customer

• Fluent in oral and written English, preferably 1 or 2 more languages

Skills

• 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 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, manufacturers and colleagues

• Innately customer focused and motivated to deliver value in every interaction

• Ability to handle difficult situations effectively

• Proactive, Inspirational and Team Focused

• A natural desire to share knowledge and work with the wider VWR Network and seeks to consistently develop internal and external relationships

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.

Avantor is a Fortune 500 company, is a leading global provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries. Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve. One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers. Our global footprint enables us to serve more than 225,000 customer locations and gives us extensive access to research laboratories and scientists in more than 180 countries. We set science in motion to create a better world.