[Remote] Major Account Manager (Research Triangle Park, NC)

Note: The job is a remote job and is open to candidates in USA. Avantor is hiring a Major Account Manager to consultatively sell its products and services to pharmaceutical and biopharmaceutical manufacturing customers. The role owns strategic accounts, develops customer partnerships, drives account growth, leads cross-functional execution, and manages commercial negotiations.

Responsibilities

• Own and grow a portfolio of strategic pharmaceutical and biopharmaceutical manufacturing accounts by serving as the primary executive-level point of contact and trusted business partner
• Develop deep understanding of customer business objectives, manufacturing priorities, operational challenges, quality requirements, and supply chain objectives to drive long-term partnership, retention, and growth
• Drive account-level growth through strategic opportunity identification, leveraging data, customer insights, and market trends to uncover whitespace, influence demand, and expand wallet share across the Avantor portfolio. Move beyond transactional selling to shape customer strategy through consultative, insight-led engagement
• Lead cross-functional account execution by leveraging local and global internal teams, as well as external partners, to deliver integrated solutions and achieve customer and revenue objectives
• Build relationships across procurement, supply chain, manufacturing, operations, quality, engineering, and executive leadership functions to identify opportunities and drive account growth
• Develop and execute strategic account plans, forecasts, and performance objectives, ensuring achievement of growth targets through disciplined account management, data-driven insights, and proactive customer engagement
• Build and sustain senior-level stakeholder relationships, leading strategic customer conversations that position Avantor as a trusted partner and advisor
• Manage complex customer interactions with professionalism and influence, applying strong listening, organizational, and consultative questioning skills to build trust and alignment
• Synthesize and analyze sales and account data to inform strategy, support management decisions, and optimize account performance
• Operate with high autonomy and accountability, effectively managing time, priorities, and account complexity in a dynamic environment
• Lead commercial negotiations by developing and executing large account pricing strategies, contract structures, and long‑term commercial agreements

Skills

• Proficiency with Microsoft Office Suite, including Teams
• Experience with CRMs and Sales Analytical tools
• Willingness to travel to customer locations minimum 5 days a week
• Must have a valid driver's license
• College degree or equivalent/applicable experience
• Prefer 3+ years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach and/or 3+ years in Pharma manufacturing where stakeholder relationships are critical to the role
• B2B sales experience preferred, particularly within distribution, life sciences, pharmaceutical manufacturing, bioprocessing, biotechnology, vaccine production, cell and gene therapy, or CDMO environments
• Proven track record of driving growth through consultative and strategic selling approaches in fast-paced, results-oriented environments
• Demonstrated success managing multiple stakeholders and utilizing formal sales methodologies (e.g., SPIN, Consultative Selling)
• Scientific or technical background
• Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff

Benefits

• Remote work (#LI-Remote); typically works in a home office with extensive regional travel to customer locations
• Learning experiences to support career growth and success

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