Account Manager

Brenntag•Huntsville, AL

About The Position

The Account Manager manages overall sales efforts in an assigned territory to maximize sales and profit. Using frequent face-to-face and telephone contact, the role takes a consultative sales approach to meet customer needs, ensure satisfaction, identify selling opportunities, and act on opportunities with strong potential or gross profit. This includes cross-selling and range-selling to existing customers as well as developing new leads. The Account Manager upholds Brenntag’s core values and focuses on customer excellence. Customer Business Development (70%): Meet sales objectives, retain customers, and improve customer satisfaction, including through digital channels. Identify customer potential and cross-selling or range-selling opportunities, set customer growth strategies and sales targets in alignment with the Sales Manager, and conduct and prepare for customer visits. Coordinate, negotiate, and close proposals; manage spot business and rush offers; collaborate with relevant stakeholders to develop timely customer solutions and maximize value; and serve as the primary commercial contact for customers in the territory. Conduct market studies to assess demand for potential new products and use Brenntag Connect to generate and maximize sales. New Customer Generation (10%): Identify sales-project opportunities with other departments, prioritize prospective customers, engage prospects, and coordinate with relevant stakeholders to nurture leads. Work with Brenntag Specialties sales staff on new Brenntag Essentials business opportunities. Sales & General Admin (15%): Set and maximize prices using value-based pricing and customer segmentation within Product Management guidelines. Maintain business-case documentation and customer data in the local CRM system, update opportunity pipelines and customer potentials, complete sales and revenue reporting, support commercial and functional excellence, and provide Product Management with regular customer-demand forecasts. Know-How Management (5% to-be): Maintain current product knowledge through training and stay informed about product portfolio changes, market developments, and feedstock and upstream developments that affect product prices. Frequent travel is required according to business needs.

Requirements

Preferably post-secondary education focused on Business, Science, or an equivalent field.
Three to five years of previous experience in a sales role.
Experience in the chemical distribution business, preferably in sales.
Sound computer skills, including Microsoft Excel, Word, PowerPoint, and CRM systems.
Superior communication and negotiation skills.
Strong commercial understanding.
High self-management capabilities.
Customer-centric mindset focused on creating a positive customer experience.
Basic strategic-thinking skills in business development and identifying opportunities.
Frequent travel as required by business needs.
Valid driver’s license and clean driving record.

Nice To Haves

Post-secondary education focused on Business, Science, or an equivalent field.
Sales experience in the chemical distribution business.

Responsibilities

Manage overall sales efforts in an assigned territory to maximize sales and profit.
Meet sales objectives, retain customers, and improve customer satisfaction, including through digital channels.
Identify customer potential and cross-selling and range-selling opportunities, and engage relevant stakeholders.
Set customer growth strategies and targets in a sales plan aligned with the Sales Manager.
Conduct frequent customer visits, prepare for meetings using available tools and reports, and coordinate, negotiate, and close proposals.
Manage spot business and rush offers, requesting support from a Commercial Assistant when necessary.
Coordinate with stakeholders to develop timely customer solutions and maximize value.
Serve as the primary commercial point of contact for customers in the assigned territory.
Conduct market studies by contacting customers to assess interest and demand for potential new products.
Use Brenntag Connect to generate and maximize sales.
Identify sales-project opportunities, prioritize prospective customers, contact prospects, and coordinate lead development.
Coordinate with Brenntag Specialties sales staff on new Brenntag Essentials business opportunities.
Set and maximize prices using value-based pricing and customer segmentation within Product Management guidelines.
Maintain business-case documentation and customer information in the local CRM system, including visit follow-up and customer project creation.
Update 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 Product Management with regular forecasts of customer product demand.
Maintain product knowledge and stay current on portfolio, market, feedstock, and upstream developments.