Territory Sales Manager

The Opportunity: Under general supervision, responsible for maintaining relationships with accounts by visiting customer sites within assigned territory. Sell products and services to customers and act as point of contact post-sale, focusing on ongoing customer satisfaction, retention, and growing business. In addition to face-to-face meetings, engage with customers over the phone and Internet (e.g., chat, email, video conferencing, etc.) to close sales and support clients. Respond to client inquiries and offer guidance on appropriate products and services. Execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met. 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. Utilize VWR Resources: Utilize local and global internal (cross-functional) and external contacts to help achieve targets. Utilize 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 plus 1 year leadership experience A proven track record of verifiable sales success 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 (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) 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 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 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 Outstanding interpersonal skills with the ability to manage various buyer types and personalities (e.g. technical-, user-, and economic buyers) Strong organizational 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 ABILITIES / COMPETENCIES: Builds and maintains clients trust through continuous and transparent engagements throughout projects Engages in conversations regarding long term strategies and aligns effectively with buyers at every stage of their purchase decision process Is responsible for understanding the strategy of every customer Innately customer focused and motivated to deliver value in every interaction 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 Keeps up to date with relevant market trends Uses specialists to offer valuable insights into addressing problems Collaborates (with) and orchestrates the broader internal network Commits to agreed actions on agreed timelines with customers 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 Develops credibility by challenging the client’s thinking to co-create valuable solutions Drives meaningful conversations with the customer that help to develop a vision including solutions to problems 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. Why Avantor? Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science. The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor. We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world. Apply today! EEO Statement: We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. 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