Job Summary

Sous une supervision limit\xc3\xa9e, responsable de toutes les activit\xc3\xa9s de vente allant des pistes d\'approvisionnement aux ventes conclues dans un territoire donn\xc3\xa9. D\xc3\xa9velopper et mettre en \xc5\x93uvre un plan de gestion approuv\xc3\xa9 qui r\xc3\xa9pond aux objectifs individuels et commerciaux et augmente les ventes aux clients sur le territoire assign\xc3\xa9. Ses activit\xc3\xa9s comprennent le commerce, la vente, l\'installation et la livraison ainsi que les services apr\xc3\xa8s-vente. Veiller \xc3\xa0 la distribution et au maintien des produits et/ou des services et maintenir des arrangements efficaces.

Under general supervision, responsible for selling products and/or services to a group of clients and identify new and potential customers in order to reach the project profitability and billing levels within an assigned sales territory and/or account. Activities include: negotiation, sale, installation or delivery, and post-sale services. Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements.



PRINCIPALES T\xc3\x82CHES ET RESPONSABILIT\xc3\x89S (\xc3\x89num\xc3\xa9rer par ordre d\xe2\x80\x99importance)

• Fournir des solutions Avantor aux clients dans les segments de march\xc3\xa9 assign\xc3\xa9s.
• G\xc3\xa9rer un territoire compos\xc3\xa9 de nombreux clients sur diff\xc3\xa9rents march\xc3\xa9s.
• Chercher et \xc3\xa9tablir de nouveaux clients en g\xc3\xa9rant un portefeuille de ventes et en d\xc3\xa9veloppant et pr\xc3\xa9sentant des propositions aux clients en illustrant la proposition de valeur Avantor.
• Vendre en consultation, d\xc3\xa9tailler les produits, d\xc3\xa9terminer les besoins et les exigences des clients, Et recommander aux prospects et aux clients des diff\xc3\xa9rentes solutions Avantor.
• Collaborer avec les responsables des ventes pour \xc3\xa9laborer des plans d\'affaires territoriaux strat\xc3\xa9giques afin d\'atteindre la croissance des ventes et des contingents.
• Travailler en collaboration avec l\xe2\x80\x99\xc3\xa9quipe de gestion des ventes en fournissant des propositions et en mettant en \xc5\x93uvre des strat\xc3\xa9gies resultant en la croissance des ventes.
• \xc3\x89tablir et entretenir des relations avec les clients et veiller \xc3\xa0 leur satisfaction et \xc3\xa0 leur loyaut\xc3\xa9.
• G\xc3\xa9rer le vaste portefeuille de produits d\xe2\x80\x99Avantor et mettre en \xc5\x93uvre des strat\xc3\xa9gies de vente et de marketing d\xc3\xa9finies par l\xe2\x80\x99entreprise.
• \xc3\x89tendre le r\xc3\xb4le d\'Avantor aupr\xc3\xa8s des clients actuels en \xc3\xa9laborant des strat\xc3\xa9gies de fid\xc3\xa9lisation qui demontre la proposition de valeur d\'Avantor en tenant compte de l\'\xc3\xa9volution des besoins des clients.
• Tirer parti des ressources disponibles pour ex\xc3\xa9cuter de mani\xc3\xa8re efficace le plan de marketing, les strat\xc3\xa9gies et les processus de vente de l\'entreprise.
• Repr\xc3\xa9senter et \xc3\xa9tablir des liens etroits avec les fabricants.
• Travailler directement avec les repr\xc3\xa9sentants des fabricants locaux pour d\xc3\xa9velopper et am\xc3\xa9liorer continuellement la connaissance des produits, arriver \xc3\xa0 la tarification la plus favoris\xc3\xa9e et am\xc3\xa9liorer la rentabilit\xc3\xa9 des comptes.
• Accomplir d\'autres t\xc3\xa2ches attribues.

QUALIFICATIONS (\xc3\xa9tudes/formation, exp\xc3\xa9rience et certifications)

• Baccalaur\xc3\xa9at en sciences ou sup\xc3\xa9rieur
• Bilingue fran\xc3\xa7ais/anglais, oral et \xc3\xa9crit est requis. (75% de nos clients, plus de 90% de nos fournisseurs et 100% des op\xc3\xa9rations d\'Avantor (entrep\xc3\xb4t, finances, achats, donn\xc3\xa9es de base, etc.) sont bas\xc3\xa9s \xc3\xa0 l\'ext\xc3\xa9rieur du Qu\xc3\xa9bec. Par cons\xc3\xa9quent, le titulaire doit avoir les moyens et la volont\xc3\xa9 de communiquer et collaborer en anglais. Le titulaire devra aussi collaborer avec des coll\xc3\xa8gues bas\xc3\xa9s \xc3\xa0 l\'ext\xc3\xa9rieur du Qu\xc3\xa9bec qui ne parlent pas fran\xc3\xa7ais (Am\xc3\xa9ricains, Europ\xc3\xa9ens, Australiens et autres) afin d\'accomplir les responsabilit\xc3\xa9s de ce poste).
• De pr\xc3\xa9f\xc3\xa9rence, 1 \xc3\xa0 3 ans d\xe2\x80\x99exp\xc3\xa9rience dans un environnement de vente complexe, o\xc3\xb9 plusieurs personnes sont impliqu\xc3\xa9es dans la d\xc3\xa9cision d\xe2\x80\x99achat et o\xc3\xb9 il y a une approche de vente bas\xc3\xa9e sur la solution
• Une exp\xc3\xa9rience av\xc3\xa9r\xc3\xa9e de succ\xc3\xa8s de vente v\xc3\xa9rifiable favorisant la croissance gr\xc3\xa2ce \xc3\xa0 une approche de vente strat\xc3\xa9gique et consultative
• Exp\xc3\xa9rience des ventes interentreprises, avec une pr\xc3\xa9f\xc3\xa9rence accord\xc3\xa9e aux personnes ayant une exp\xc3\xa9rience de la distribution et une formation scientifique et/ou travaillant dans un laboratoire ou un environnement de recherche
• Capacit\xc3\xa9 d\xc3\xa9montr\xc3\xa9e \xc3\xa0 utiliser efficacement les meilleurs processus de vente (p. ex., SPIN, Challenger, Miller Heiman) et les plateformes technologiques, y compris Salesforce.com et Qlikview
• Titulaire d\xe2\x80\x99un permis de conduire valide

CONNAISSANCES ET APTITUDES (Celles n\xc3\xa9cessaires pour ex\xc3\xa9cuter le travail avec comp\xc3\xa9tence)

• Formation en recherche scientifique ou en fabrication souhaitable
• Forte capacit\xc3\xa9 d\'interaction et de communication en \xc3\xa9quipe, interaction r\xc3\xa9guli\xc3\xa8re avec les clients, les fabricants et le personnel.
• Aptitude \xc3\xa0 mener un entretien d\'affaires avec les propri\xc3\xa9taires d\'entreprise et les d\xc3\xa9cideurs.
• Capacit\xc3\xa9 de faire face \xc3\xa0 des situations et \xc3\xa0 des interactions \xc3\xa9prouvantes.
• Capacit\xc3\xa9 de travailler de facon autonome et de g\xc3\xa9rer efficacement son temps et son territoire.
• Excellentes comp\xc3\xa9tences analytiques et capacit\xc3\xa9 \xc3\xa0 vendre strat\xc3\xa9giquement au sein d\xe2\x80\x99un compte
• Capacit\xc3\xa9 \xc3\xa0 comprendre les op\xc3\xa9rations de chaque client
• \xc3\x8atre en mesure de se d\xc3\xa9placer dans les locaux du client.
• Connaissances informatiques (Microsoft Office)

CONDITIONS DE TRAVAIL ENVIRONNEMENTALES ET EFFORT PHYSIQUE (Dans des postes typiques) Travaille g\xc3\xa9n\xc3\xa9ralement dans un environnement de bureau \xc3\xa0 domicile avec de nombreux d\xc3\xa9placements r\xc3\xa9gionaux vers les emplacements des clients.

Les t\xc3\xa2ches sont diverses Des exemples de pr\xc3\xa9c\xc3\xa9dents servent \xc3\xa0 r\xc3\xa9soudre des questions de travail. De nouvelles alternatives peuvent \xc3\xaatre d\xc3\xa9velopp\xc3\xa9es afin de r\xc3\xa9soudre des probl\xc3\xa8mes.

Un volume de travail \xc3\xa9lev\xc3\xa9 et des \xc3\xa9ch\xc3\xa9anciers imposent des contraintes courantes.

Un effort physique minimal est requis. Le travail est surtout s\xc3\xa9dentaire, mais exige de marcher, de se tenir debout, de se pencher, d\xe2\x80\x99atteindre, de soulever ou de transporter des objets qui p\xc3\xa8sent habituellement moins de 10 lb. MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)

• Provide Avantor 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 Avantor\'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 Avantor\'s vast product portfolio and execute and implement company defined sales and marketing strategies.
• Expand Avantor\'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.
• Performs other duties as assigned.

QUALIFICATIONS (Education/Training, Experience and Certifications)

• College degree or equivalent/applicable experience
• Bilingual (English/French) - Must be able to communicate in Canadian French & English (Verbal and written). (At least 75% of our customers, 90% of our suppliers and 100% of Avantor operations (Warehouse, Finance, Purchasing, Master Data, etc.) are based outside Quebec. As such, the incumbent must be able and willing to communicate and collaborate in English. Also, in order to accomplish the responsibilities of this position, the incumbent will be required to regularly collaborate with coworkers based in the Americas, Europe and Asia who do not speak French.)
• 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
• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including Salesforce.com and Qlikview
• Holder of a valid Driver\'s License

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)

ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)

Typically works in a home office environment with extensive regional travel to customer locations.

Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.

A frequent volume of work and deadlines impose strain on routine basis.

Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs. 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. EEO Statement: We are an Equal Employment/Affirmative Action employer. 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 recruiting@avantorsciences.com 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. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address. For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below. EEO is the Law OFCCP EEO Supplement PAY TRANSPARENCY NONDISCRIMINATION PROVISION 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.