Account Manager HI&I

About the Role

Account Managers are responsible for managing the overall sales efforts in their assigned territory to maximize sales and profit. They utilize frequent face-to-face and/or telephone contact in a consultative sales approach to ensure customer satisfaction and identify selling opportunities that offer maximum potential and/or gross profit—both with existing customers through cross- and range-selling and with new leads. Account Managers uphold Brenntag's core values and focus on customer excellence.

Responsibilities

• Customer Business Development (70%)
  • Meet sales objectives, focusing on customer retention and improving overall customer satisfaction (including through digital channels).
  • Identify customer potentials, such as opportunities for cross- and range-selling, and engage relevant stakeholders (e.g., Brenntag Specialties sales staff).
  • Set strategies and targets for customer growth in the assigned territory (sales plan) and align with the Sales Manager.
  • Conduct frequent customer visits, prepare meetings using available tools and reports, coordinate, negotiate, and close proposals.
  • Manage spot business/rush offers and seek support from the Commercial Assistant when necessary.
  • Liaise with relevant stakeholders to create timely, optimal solutions for customers and extract maximum value (e.g., Sales Management/Product Management for pricing).
  • Act as the primary point of contact for customers in the assigned territory for all commercial matters.
  • Conduct market studies on potential new product opportunities by gathering customer interest and testing market demand.
  • Leverage Brenntag Connect to generate and maximize sales.
• New Customer Generation (10%)
  • Identify opportunities for launching sales projects in cooperation with departments like Product Management.
  • Identify and prioritize prospective customers.
  • Engage with prospects and involve relevant stakeholders to nurture leads through the pipeline.
  • Liaise with Brenntag Specialties sales staff on customers with new Brenntag Essentials business opportunities.
• Sales & General Admin (15%)
  • Set and maximize prices using value-based pricing and customer segmentation within guidelines provided by Product Management.
  • Ensure proper 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 from the Commercial Excellence Function.
  • Provide regular forecasts of product demand to Product Management to optimize projected demand requirements.
• Know-How Management (5%)
  • Maintain up-to-date product knowledge through training.
  • Stay informed about changes and updates in the product portfolio and market.
  • Keep track of feedstock and upstream developments that impact product price movements.

Requirements

• Preferably post-secondary education with a focus in Business, Science, or equivalent.
• Experience in the chemical distribution business, preferably in a sales capacity (3 to 5 years in a sales role).

Benefits

• Individual development and on-the-job training programs designed to help employees grow in their careers.
• Paid parental leave.
• Education assistance program.
• Employee assistance program.
• Various healthcare plan options and 401(k).