Account Manager - Material Science

Brenntag•Cleveland, OH

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