The Opportunity:
This is an individual contributor Business Development role supporting the West Area (CA, NV, OR, HI) with primary emphasis on Higher Education laboratories and secondary emphasis on emerging lab markets including spinouts, small to mid-size biotech and pharma R&D, and semiconductor or tech R&D labs. The role is responsible for executing defined commercial plans to drive incremental revenue and gross profit growth by acquiring new customers, expanding contract coverage, increasing one stop shop adoption through MarketSource, and supporting conversion to preferred suppliers and private label solutions. The role operates within established Avantor processes, tools, and policies, gathers input from multiple sources to solve customer and execution challenges, and works independently with general supervision while communicating progress and recommendations to sales leadership.
WHAT WE’RE LOOKING FOR:
An individual contributor who performs like a quota carrying seller while operating as an overlay that does not own day to day account management. The role owns a defined portfolio of contract pursuits, target customers, and segment initiatives and is accountable for measurable growth outcomes. The ideal candidate demonstrates consistent prospecting, consultative selling, negotiation, and follow-through. They effectively coordinate with territory sellers, specialists, and suppliers to execute pursuit plans, remove obstacles, and ensure implementation steps are completed through defined systems and processes.
THOSE NECESSARY TO PERFORM THE JOB COMPETENTLY:
Individual contributor role with responsibility for a defined book of pursuits, targets, and segment initiatives across CA, NV, OR, HI.
Ability to communicate effectively with customer stakeholders and internal managers, including procurement leaders and scientific end users.
Ability to identify issues in ordering, contract utilization, product access, and implementation that are not immediately obvious, and resolve them using defined processes, tools, and escalation paths.
Disciplined pipeline creation and opportunity progression using C4C CRM, Qlik reporting, and available enablement tools, with documented next steps and close plans.
Ability to expand customer purchasing scope through MarketSource and then support conversion actions to improve mix, margin, and compliance.
Ability to plan and coordinate joint calls and implementation actions with territory sellers, specialists, and suppliers without owning the full account relationship.
HOW YOU WILL THRIVE AND CREATE AN IMPACT:
Success is measured through defined outcomes tied to growth, contract wins, market share capture, conversion impact, and disciplined execution. The role gathers information from a variety of sources, applies practical knowledge of lab purchasing workflows, implements operational pursuit plans for assigned segments, and delivers moderate, measurable impact to business results. Work is performed independently with general supervision and regular reporting to sales leadership.
MEASURABLE OUTCOMES AND EXPECTED RESULTS (examples):
1) Revenue and gross profit impact
a) Deliver measurable year over year growth in assigned pursuit and segment portfolio
i) Deliver $4M to $7M incremental annual revenue across assigned pursuits and segments
ii) Deliver $1.2M to $2.1M incremental annual gross profit tied to captured spend and implemented conversions
b) Improve margin and mix through documented conversion wins
i) Deliver $1.0M to $2.0M in annualized converted run-rate spend to preferred suppliers and Avantor brands
ii) Improve gross margin within targeted pursuits by 75 to 125 basis points through mix and conversion actions
2) Strategy creation, execution, and velocity
a) Build and execute segment and pursuit strategies alongside the Business Development team
i) Maintain a prioritized target list of 35 to 50 active pursuits (accounts or buying centers) with stakeholder maps and pursuit plans
ii) Build and refresh quarterly pursuit plans for assigned segments and targets, including defined actions, owners, and timelines
b) Drive execution velocity through consistent field activity and opportunity progression
i) 10 to 14 qualified first meetings per month in assigned segments and targets
ii) 6 to 10 joint calls per month with territory reps and specialists tied to active pursuits
iii) Create $1.25M to $2.0M in new qualified pipeline per quarter, tracked in C4C with close plans
3) Contract wins and implementation
a) Win and implement specified agreements or contract expansions annually
i) Win and implement 5 to 8 net new or expanded purchasing agreements per year
ii) Achieve 70% to 85% adoption of awarded agreements within 90 days using documented commercialization and compliance steps
b) Drive customer commercialization jointly with local sales team
i) Execute 2 to 4 commercialization actions per quarter (catalog enablement, supplier penetration, MarketSource activation, replenishment approach)
c) Reduce contract leakage by increasing share of wallet
i) Increase share of wallet by 8% to 15% in the first 6 to 12 months post-award for targeted contract customers through channel capture and conversion
4) MarketSource activation and one stop shop expansion
a) Increase MarketSource adoption within targeted accounts
i) Generate $1.2M to $2.5M incremental MarketSource revenue annually
ii) Activate 10 to 20 net new MarketSource accounts per year
b) Drive strategic supplier penetration and Avantor brand expansion
i) Generate $1.5M to $3.0M incremental annual sales from preferred suppliers and Avantor Collection of Brands within targeted pursuits, supported by documented conversion wins
5) Execution discipline and transparency
a) Drive consistent executive and multi-site customer engagement control through documentation and follow-through
i) Conduct 6 to 10 executive or multi-site engagements per month tied to active pursuits
ii) Ensure 95%+ CRM completeness for active pursuits (stakeholders, next steps, close plans, implementation actions)
b) Provide routine engagement and reporting
i) Provide weekly pipeline updates and monthly reporting on activity, pipeline, wins and losses, MarketSource growth, conversion dollars, and margin impact
ROLE BOUNDARIES AND LEVELING NOTES FOR COMPENSATION (P15):
Individual contributor, no direct reports, no formal people management expectations.
Executes defined pursuit and segment plans and resolves execution issues through established systems, processes, and escalation paths.
Communicates regularly with managers and leadership on progress, risks, and recommended actions.
Influences field execution through coordination and structured pursuit plans, but does not replace territory sellers or own day to day account management.
VWR is looking for a dedicated, high‑energy Business Development Representative to drive incremental growth across our customer base within the West Region (CA, NV, OR, HI).
This is a full‑time, field‑based position where you will focus on new business acquisition, senior‑level opportunity development, and expansion within underpenetrated accounts. You will consultatively sell VWR’s extensive portfolio of solutions and services to executive, scientific, operational, and procurement stakeholders. If you are energized by prospecting, building pipeline, and winning in a competitive customer‑facing environment—we’d love to talk.
The ideal candidate will be based in the Bay Area or Southern California to best support customer coverage and field engagement within the region.
What does being a VWR sales professional mean?
You will be part of a team that enables customers to focus on what matters most to them, from discovery to delivery. Backed by a vast portfolio, versatile capabilities, and a global reach, you will provide mission‑critical products, services, and technologies that integrate into customer workflows and meet regulatory requirements.
VWR is fully committed to creating a fully inclusive culture that celebrates diversity and provides equitable opportunities for all associates to grow and succeed.
What You’ll Do & How You'll Make an Impact:
As a Business Development Representative at VWR, you will drive customer acquisition, partnering closely with territory sales representatives, specialists, and supplier partners
Key responsibilities include:
- Drive customer acquisition within small to mid‑sized Biopharma and emerging life science companies
- Identify and pursue expansion opportunities within underpenetrated, recently acquired, or high‑growth accounts
- Engage senior‑level customer stakeholders to uncover strategic, multi‑site, or commercialization opportunities
- Build and progress a qualified pipeline through disciplined prospecting, discovery, and follow‑through
- Sell consultatively by understanding customer business and scientific needs and aligning VWR solutions accordingly
- Collaborate with territory sales directors and representatives, product specialists, industry partners, and commercial leadership to execute growth strategies
- Support contract wins and implementation, including agreement compliance, preferred supplier conversion, and adoption execution
- Represent VWR in the field and support all stages of the sales cycle, from opportunity development through implementation and follow‑through
What you’ll Need:
We are looking for a disciplined, self‑starter who consistently delivers on commitments and operates in alignment with VWR’s ICARE values. Successful candidates are motivated by growth, comfortable selling into complex organizations, and capable of building relationships and opening new customer opportunities.
Qualifications include…
- College degree or equivalent/applicable experience
- 2–5+ years of experience working in a complex, consultative B2B sales environment where multiple stakeholders are involved in contracting decisions
- A proven track record of new business development, pipeline creation, and growth‑oriented selling
- Business‑to‑business sales experience, with preference given to candidates with business development, distribution experience and/or a scientific background, including exposure to laboratory or research environments
- Demonstrated capability to utilize structured selling processes (e.g., SPIN, Challenger, Miller Heiman) and technology platforms including CRM and analytics tools (e.g., Salesforce, C4C, Qlik)
- Willingness and ability to travel extensively within the region (field‑based role)
What We Offer YOU:
We are pleased to offer our team a competitive compensation package and a full complement of employee benefits. We strive to offer benefits that will support our associates in being healthy, happy and successful. We offer a number of programs, resources and incentives designed to foster the total health and well-being of you and your family!
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.
Why Avantor?
Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.
The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor.
We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world. Apply today!
Pay Transparency:
The expected pre-tax pay for this position is
$75,850.00 - $129,202.50
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,
$108,350.00 - $184,575.00
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).
EEO Statement:
We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. 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 Know Your Rights poster.
Privacy Policy:
We will use the personal information that you have submitted to us in order to consider your application for the relevant role.
Your privacy is important to us. Please click here for our Privacy Policy which explains the purposes for which we will use your personal information and the ways in which we will handle and retain your information. It also explains the rights you have in relation to your information, and how to contact us with any queries or requests.
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.
Avantor offers a comprehensive benefits package including medical, dental, and vision coverage, wellness programs, health savings and flexible spending accounts, a 401(k) plan with company match, and an employee stock purchase program. Employees also receive 11 paid holidays, accrue 18 PTO days annually, are eligible for volunteer time off and 6 weeks of 100% paid parental leave (except in states that offer paid family leave). These benefits may not apply to employees covered by a collective bargaining agreement or those subject to other eligibility rules.