Représentant(e) des ventes interne VWR - produits laboratoires scientifiques / VWR Inside Sales Representative, Lab Supplies

PRINCIPALES TÂCHES ET RESPONSABILITÉS (Classées par ordre d'importance)

• Proposer les solutions VWR aux clients des segments de marché attribués.
• Gérer un secteur comprenant de nombreux clients issus de divers marchés.
• Prospecter et acquérir de nouveaux clients en gérant un pipeline de ventes, ainsi qu'en élaborant et en présentant des propositions mettant en valeur la proposition de valeur d'Avantor.
• Adopter une approche de vente consultative : présenter les produits en détail, identifier les besoins et les exigences des clients, et recommander aux prospects comme aux clients les solutions VWR adaptées à leur activité.
• Collaborer avec la direction des ventes pour élaborer des plans d'affaires stratégiques par secteur, visant la croissance des ventes et l'atteinte des objectifs (quotas).
• Travailler en coordination avec l'équipe de direction des ventes pour élaborer des propositions et mettre en œuvre des stratégies commerciales favorisant la croissance des ventes.
• Établir et entretenir des relations durables avec les clients, tout en garantissant leur satisfaction et leur fidélité.
• Gérer le vaste portefeuille de produits d'Avantor et mettre en œuvre les stratégies commerciales et marketing définies par l'entreprise.
• Renforcer la présence d'Avantor auprès des clients existants en élaborant des stratégies de fidélisation qui mettent en avant la proposition de valeur d'Avantor en fonction de l'évolution des besoins des clients.
• Exploiter les ressources disponibles pour mettre en œuvre efficacement le plan marketing, les stratégies et les processus de vente de l'entreprise.
• Représenter l'entreprise et nouer des relations solides avec les fabricants.
• Collaborer directement avec les représentants locaux des fabricants pour développer et approfondir continuellement la connaissance des produits, obtenir les meilleures conditions tarifaires et améliorer la rentabilité des comptes.
• Les représentants commerciaux basés au Canada sont tenus de se rendre aux États-Unis pour participer aux conférences annuelles des ventes et à des sessions de formation ponctuelles.
• S'acquitter de toute autre tâche confiée.

QUALIFICATIONS (Formation, expérience et certifications)

• Diplôme d'études supérieures ou expérience équivalente/pertinente
• 3 à 5 ans d'expérience dans un environnement de vente complexe, impliquant plusieurs intervenants dans la décision d'achat et une approche de vente fondée sur des solutions
• Parcours avéré de réussite commerciale et de génération de croissance grâce à une approche de vente consultative et stratégique
• Expérience de la vente interentreprises (B2B) ; une expérience dans la distribution ainsi qu'une formation scientifique et/ou une expérience en laboratoire ou en milieu de recherche constituent des atouts
• et des plateformes technologiques telles que SAP C4C and Qliksense.

CONNAISSANCES ET COMPÉTENCES (Requises pour exercer efficacement la fonction)

• Formation en sciences ou en recherche industrielle/manufacturière privilégiée
• Excellentes compétences en communication et en travail d'équipe ; interactions fréquentes avec les clients, les fabricants et le personnel interne
• Capacité à mener des échanges professionnels avec des chefs d'entreprise et des décideurs
• Capacité à gérer des situations et des interactions difficiles
• Capacité à travailler de manière autonome et à gérer efficacement son temps et son secteur géographique
• Excellentes capacités d'analyse et aptitude à mener une stratégie de vente au sein d'un compte client
• Capacité à comprendre les processus opérationnels propres à chaque client
• Disponibilité pour des déplacements chez les clients
• Maîtrise de l'informatique (suite Microsoft Office)

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At Avantor, people are the most important part of our success because they drive our global performance. That’s why our Operations, Lab Services, Sales, and many other Avantor teams rely on our talent acquisition initiatives to attract, engage and hire the right talent. Avantor’s Inside Sales vertical is a crucial part of this mix, enabling all our internal teams worldwide to grow beyond their limits.

MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)

• Provide VWR solutions to customers across assigned market segments.

• Manage a territory consisting of many customers across various markets.

• Prospect and establish new customers by managing a sales pipeline and developing and delivering proposals to customers by illustrating VWR's value proposition.

• Sell consultatively, detailing products, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions Avantor can offer their business.

• Work with sales management to develop strategic territory business plans for achievement of sales growth and quota attainment.

• Work in conjunction with sales management team providing proposals and implementing sales strategies to achieve sales growth.

• Build and sustain relationships with customers and ensure customer satisfaction and loyalty.

• Manage VWR's vast product portfolio and execute and implement company defined sales and marketing strategies.

• Expand VWR's role with existing customers by developing retention strategies illustrating Avantor's value proposition in conjunction with evolving customer requirements.

• Leverage available resources to effectively implement company marketing plan, strategies and sales processes.

• Represent and develop strong relationships with manufacturers.

• Work directly with local manufacturer representatives to develop and continually improve product knowledge, arrive at most favored pricing, and improve account profitability.

• Canadian Sales associates are required to travel to the United States for annual sales conferences and occasional training sessions.

• Performs other duties as assigned.

QUALIFICATIONS (Education/Training, Experience and Certifications)

• College degree or equivalent/applicable experience

• 3-5 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

• A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach

• Business-to-business sales experience, with preference given to those with distribution experience and a scientific background and/or having work in a laboratory or research environment

• Technology platforms including SAP C4C and Qliksense

KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)

• Science or manufacturing research background preferred

• Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff

• Ability to carry on a business conversation with business owners and decision makers

• Ability to handle difficult situations and interactions

• Ability to work independently and successfully manage time and territory

• Excellent analytical skills and ability to sell strategically within an account

• Ability to understand individual customer operations

• Willingness to travel to customer locations

• Computer Knowledge (Microsoft Office)

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.

For more information about equal employment opportunity protections, please view the Know Your Rights poster.

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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.