Major Account Manager

Avantor

. Serve as the primary point of contact for assigned major accounts .

Posted 9/23/2026full-timeCalifornia • United StatesMid-LevelSenior💰 $65,000 - $110,745 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in strategic account management, relationship building, and consultative selling within a complex B2B environment. Proficient in analyzing sales performance data and developing tailored solutions to meet customer objectives.

Highest-signal resume keywords

Strategic Account ManagementConsultative SellingSalesforce ExperienceRelationship BuildingNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Performance AnalysisAccount PlanningForecastingContract DevelopmentSolution-Based Selling

Soft Skills

Communication SkillsOrganizational SkillsCollaboration SkillsStakeholder ManagementStrategic Planning

Tools & Technologies

Microsoft OfficeMicrosoft TeamsSalesforceSAP C4CQlikView

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2B SalesCustomer Relationship ManagementConsultative InsightsAccount GrowthComplex Customer Interactions

About the role

Key responsibilities & impact

Serve as the primary point of contact for assigned major accounts
Own and expand strategic customer relationships
Develop understanding of customers’ business objectives, scientific priorities, and operational challenges
Identify growth opportunities, uncover whitespace, influence demand, and increase Avantor’s share of wallet
Provide consultative insights and solutions aligned with customers’ strategic and scientific objectives
Coordinate local and global Avantor teams, suppliers, and external partners to deliver integrated solutions
Own account planning, forecasting, and performance management
Develop senior-level stakeholder relationships and lead strategic customer conversations
Navigate complex customer interactions and establish trust and alignment
Analyze sales and account performance data to inform strategy and business decisions
Manage competing priorities, customer expectations, and complex account environments
Lead commercial negotiations and develop major-account pricing strategies, contract structures, and long-term agreements
Travel to customer locations throughout the Bay Area

Requirements

What you’ll need

Bachelor’s degree preferred, preferably in Science, Business, or a related discipline
Ability to understand technical customer applications, workflows, and business needs
Strong relationship-building, communication, negotiation, strategic planning, and organizational skills
Willingness to travel to customer locations at least four days per week; elsewhere stated as 5 days per week
Must hold a valid driver's license in good standing
Proficiency with Microsoft Office and Teams preferred
Experience with Salesforce, SAP C4C, and/or QlikView preferred
Preferably 5+ years of experience in a complex B2B sales environment involving multiple stakeholders and solution-based selling
Demonstrated record of sales success and sustainable account growth using a consultative and strategic selling approach
Experience in a fast-paced, goal-oriented environment requiring collaboration with customers, manufacturers, and internal teams
Ability to apply established selling methodologies such as SPIN or Consultative Selling
Excellent communication, collaboration, and stakeholder-management skills

Benefits

Comp & perks

Medical, dental, and vision coverage
Wellness programs
Health savings accounts
Flexible spending accounts
401(k) plan with company match
Employee stock purchase program
11 paid holidays
18 PTO days accrued annually
Volunteer time off
6 weeks of 100% paid parental leave, except in states that offer paid family leave
Learning experiences to support career growth and success