Account Manager Nutrition

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. Account Managers identify selling opportunities and act assertively on those offering maximum potential or gross profit, both with existing customers through cross- and range-selling and with new leads. They uphold Brenntag’s core values and focus on customer excellence.

Responsibilities

• Customer Business Development (65%)
  • Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction (including through digital channels).
  • Identify customer potentials, such as opportunities for cross- and range-selling to existing customers, and engage relevant stakeholders (e.g., Brenntag Essentials 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 meetings using all available tools and reports; coordinate, negotiate, and close proposals.
  • Manage spot business/rush offers; seek support from Commercial Assistant when necessary.
  • Liaise with relevant stakeholders to create timely solutions for customers and extract maximum value (e.g., Sales Management, Industry Marketing Management, Application Development).
  • Act as the primary point of contact for customers in assigned territory for all commercial matters.
  • Conduct market studies on potential new product opportunities by contacting customers to gather interest and test 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 Industry Marketing Management, Application Development, and suppliers.
  • Identify and prioritize prospective customers.
  • Engage with prospects and involve relevant stakeholders to nurture leads down the pipeline.
  • Liaise with Brenntag Essentials sales staff on customers with new Brenntag Specialties business opportunities.
• Sales & General Administration (15%)
  • Set and maximize prices considering value-based pricing and customer segmentation within guidelines provided by Product Management/Industry Marketing 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 the Commercial Excellence Function.
  • Provide regular forecasts of product demand from customers to Industry Marketing Management to optimize projected demand requirements.
• Know-How Management (10%)
  • Maintain an up-to-date level of product, technical, and application knowledge, e.g., via training.
  • Keep up to date with changes and updates in the product/solution portfolio and in the market.
  • Stay informed on 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 previous experience in a sales role).

Benefits

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