Major Account Manager

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. Success is not defined simply by what you sell, but by how you sell—through strategic thinking, consultative engagement, collaboration, and trusted customer relationships.

This is a full-time position supporting major customer accounts throughout the Bay Area. The role requires being on site with customers five days per week, and candidates located near the East Bay 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. This opportunity is ideal for someone who has a passion for science, strong interpersonal skills, and the ability to build relationships with a diverse range of stakeholders and decision-makers.

• Education:
  
  Bachelor’s degree preferred, preferably in Science, Business, or a related discipline.
• Experience:
  
  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 five days a week; must hold a valid driver’s license in good standing.
• Technology:
  Proficiency with Microsoft Office and Teams preferred; experience with Salesforce, SAP C4C, and/or Qlik View 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.

• 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…