Account Manager for North Italy

3 settimane fa

Milano, Italia Avantor A tempo pieno

**Job Summary**:
**_ We set science in motion to create a better world and have done so for over 100 years._**

Through our diverse and passionate global workforce of 14,000+ professionals - we've become a trusted provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries.

Thanks to our global infrastructure, our team’s contributions reach many parts of the world and have a profound and positive impact on people’s lives.

If you want to help us solve the world’s most complex challenges and join an inclusive community that supports your career development - you belong here, with us.

**_

**POSITION OVERVIEW**

Preferably based in the Lombardia Region.

**MAJOR JOB DUTIES AND RESPONSIBILITIES**

**Relationship Development**:
Increase competitive advantage and drive customer satisfaction by building trust and developing strong relationships. Contribute 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 maximise 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.

**Utilise VWR Resources**: Utilise local and global internal (cross-functional) and external contacts to help achieve targets. Utilise 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.

**QUALIFICATIONS**
- 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 consistent 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
- Demonstrated capability to effectively use best in class selling processes and technology platforms including CRM Tools
- Required attendance of appropriate VWR Sales Trainings

**KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES**

**Knowledge**
- 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

**Skills**
- 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 synthesise 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
- ** Willingness to travel to customer location**

**ABILITIES / COMPETENCIES**:

- Builds and maintains clients trust through continuous and open 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

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