Account Manager - Material Science

Brenntag • Allentown, PA

1d

About The Position

Job Summary: 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. Job Description: Customer Business Development for assigned territory (65%) 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 Essentials s ales staff ) . Set strategies and targets for growth of customers in assigned territory ( sales plan); align with Sales Manager . Frequently c onduct 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 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 . New customer generation (10%) Spot opportunities for launching sales projects in cooperation with other departments like Industry Marketing Management, Application Dev elopment 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 . Sales & General Admin (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 Commercial Excellence Function . Provide regular forecasts of product demand from customers to Industry Marketing M anagement 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 . Keep up to date

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 )
• Frequent travel required as per business needs
• Valid driver’s license with 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

Responsibilities

• Customer Business Development for assigned territory (65%)
• 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 Essentials s ales staff )
• Set strategies and targets for growth of customers in assigned territory ( sales plan); align with Sales Manager
• Frequently c onduct 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 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
• New customer generation (10%)
• Spot opportunities for launching sales projects in cooperation with other departments like Industry Marketing Management, Application Dev elopment 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
• Sales & General Admin (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 Commercial Excellence Function
• Provide regular forecasts of product demand from customers to Industry Marketing M anagement 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
• Keep up to date

Benefits

• 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 program
• Various healthcare plan options as well as 401(k)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed