Account Manager

Overview

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 act upon 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.

• 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.
• Set strategies and targets for growth of customers in the assigned territory (sales plan); align with Sales Management.
• 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, Industry Marketing Management, Application Development).
• Act as major point of contact to customers in the assigned territory in 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 opportunities.
• Spot opportunities for launching sales projects in cooperation with other departments like Industry Marketing Management, Application Development and suppliers.
• Identify and prioritize prospective customers; get in contact 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.
• 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.

• 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.

• Skills:
  
  Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems.
• Superior communication and negotiation abilities.
• High self-management capabilities; customer-centric mindset, focusing on creating a positive experience for the customer.
• Basic level of strategic thinking (business development, opportunities).
• Frequent travel required as per business needs.
• Valid driver’s license with a clean driving record.

• 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 sales role).
• Product, technical and market knowledge of respective Industry/Application.

• We aim to create an environment where the best people want to work, where they can turn their passion into their job and realize their full potential.
• Individual development, on-the-job training, and development programs designed to help our employees grow in their careers.
• Paid parental leave;
  Education assistance program;
  Employee assistance…