Candidate Residency : ideally in Tuscany region
Our sales team is looking for an Account Manager with sales experience, with high-level negotiation with customers and a relevant understanding of the Italian market dynamics.
He / she will be responsible mainly for the territory of Tuscany region and will directly report to the Regional Sales Manager.
POSITION PROFILE :
The purpose of the Account Manager is to create sustainable and profitable relationships with customers by helping them to succeed.
The Account Manager is accountable for all sales activities, from lead generation through closing, in an assigned list of Customers using a formal selling approach.
She / He will be responsible for identifying priority accounts and agreeing on strategies and tactics for high growth opportunities.
The Account Manager could be appointed as reference person into the local organization for a specific customer group, even outside his / her assigned account list.
The Account Manager will work closely with the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-
term account goals in line with company business strategy. Together with the customer and other VWR resources the Account Manager will further develop the business by analysing customer needs;
identifying solutions and building an individual customer solution plans.
MAJOR JOB DUTIES AND RESPONSIBILITIES
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 : Develop awareness in sales to meet IOP
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.
Performs other duties as assigned
BA / BSc or equivalent University Degree
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
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 environment
Demonstrated capability to effectively utilize best in class selling processes and technology platforms including CRM Tools
KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES
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 and Italian mother toungue
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 :
Build and maintain clients trust through continuous and transparent engagements throughout projects
Engage 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 seek to consistently develop internal and external relationships
Keep up to date with relevant market trends
Use specialists to offer valuable insights into addressing problems
Collaborate (with) and orchestrate the broader internal network
Commit to agreed actions on agreed timelines with customers
Focus on outcomes that they can support and taps into the power of the broader VWR network to support customer projects
Help to quantify the benefits of the solution to the customer
Develop credibility by challenging the client’s thinking to co-create valuable solutions
Drive meaningful conversations with the customer that help to develop a vision including solutions to problems
Full time field role CCNL Chimici attractive salary package in line with experience and qualifications
Are you recognized through the required skills ? so apply !
You have the opportunity to work at VWR part of Avantor! Your professional development will evolve in a collaborative spirit.
You give priority to the customer and contribute to excellence and innovation from the fundamental values.
We will use the personal information that you have submitted to us in order to consider your application for the relevant role.
It also explains the rights you have in relation to your information, and how to contact us with any queries or requests.