Major Accounts 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.

What we’re looking for

• Education: Bachelor degree preferred
• Experience: 2+ years sales experience required
• Location: Candidates located Dallas-Fort Worth area preferred

Who you are

• 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
• Can 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
• 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 tap 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

How you will thrive and create an impact

• 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.

• Travel: Willing to travel to customer locations 5 days per week
• Must hold valid Driver’s License

#LI-Remote

Pay Transparency

The expected pre-tax pay for this position is $69,000.00 - $117,530.00

This reflects base salary.

This position is subject to incentive compensation, where the expected pre-tax Target Cash Opportunity (“TCO”) for this position is based on the achieved sales and in the amount/range of, $98,600.00 - $167,900.00

Actual Pay may differ depending on relevant factors such as prior experience and eligible geographic location.

TCO is defined as Base Salary + Target Sales Incentive (Sales Incentive eligible role only).