Account Manager

About the role

Your Role Account Managers are responsible for managing the overall sales efforts in their assigned territory to maximize sales and profit. They must utilize frequent face-to-face and/or telephone contact in a consultative sales approach to ensure the satisfaction of customer needs. They must identify selling opportunities and assertively act upon the opportunities that offer maximum potential and/or gross profit - both with existing customers through cross- and range-selling as well as with new leads. They must uphold Brenntag’s core values and focus on customer excellence in all regards every day.

Responsibilities

• Customer Business Development (70%)
• Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction (also through digital channels).
• Identify customer potentials, i.e., opportunities for cross- and range-selling to existing customers and engage relevant stakeholders (e.g., Brenntag Specialties sales staff).
• Set strategies and targets for growth of customers in assigned territory (sales plan); align with Sales Manager.
• Frequently conduct customer visits and prepare the meetings using all available tools and reports, coordinate, negotiate and close proposals.
• Manage spot business/ rush offers, get support from Commercial Assistant when necessary.
• Liaise with relevant stakeholders to create in a timely manner the best solution for the customer and extract maximum value (e.g., Sales Management/ Product Management for Pricing topics).
• Act as major point of contact to customers in assigned territory in all commercial matters.
• Conduct market studies on potential new product opportunities by contacting customers to gather interest and s market demand.
• Leverage Brenntag Connect to generate and maximize sales.
• New customer generation (10%)
• Spot opportunities for launching sales projects in cooperation with other departments like Product Management.
• Identify and prioritize prospective customers.
• Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.
• Liaise with Brenntag Specialties sales staff on customers with new Brenntag Essentials business opportunities.
• Sales & General Admin (15%)
• Set and maximize prices considering value-based pricing and customer segmentation within guidelines provided by Product Management.
• Ensure appropriate data administration and documentation of all business cases in the local CRM system (e.g., post processing of visits, creation of customer projects).
• Update and maintain customer opportunity pipelines and potentials in the CRM system
• Complete sales and revenue-related reporting.
• Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Function.
• Provide regular forecasts of product demand from customers to Product Management to optimize projected demand requirements.
• Know-How Management (5%)
• Maintain an up-to-date level of product knowledge, e.g., via training.
• Keep up to date with changes and updates in the product portfolio and in the market.
• Keep up to date on feedstock and upstream developments that impact product price movements.

Requirements

• Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems
• Superior communication and negotiation skills
• Strong commercial understanding
• High self-management capabilities
• Customer-centric mindset, focusing on creating a positive experience for the customer
• Basic level of strategic thinking (business development, opportunities)

Physical Job Requirements for Essential Functions

• Sit up to 70% of the day
• Type up to 50% of the day
• Use computer programs up to 50% of the day
• Use the telephone up to 80% of the day
• Stand up to 50% of the day
• Walk up to 50% of the day
• Drive up to 50% of the day
• Lift/push/pull up to 30 lbs.