Account Manager - Specialties Pharma

Brenntag•Allentown, PA

About The Position

Account Managers manage overall sales efforts in their assigned territory to maximize sales and profit. Using frequent face-to-face and/or telephone contact and a consultative sales approach, they address customer needs, identify selling opportunities, and act on opportunities with strong potential or gross profit. This includes cross-selling and range-selling to existing customers and developing new leads. The role upholds Brenntag’s core values and focuses on customer excellence. The position develops customer business, generates new customers, and handles sales administration and know-how management. Account Managers set territory growth strategies and targets in alignment with the Sales Manager, conduct customer visits, prepare and negotiate proposals, manage spot business and rush offers, and coordinate with internal stakeholders to deliver value for customers. They also maintain CRM data and opportunity pipelines, report on sales and revenue, forecast product demand, and keep current on product, market, feedstock, and upstream developments.

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 chemical distribution, preferably in a sales capacity.

Nice To Haves

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

Responsibilities

Meet sales objectives and focus on customer retention and customer satisfaction, including through digital channels.
Identify opportunities for cross-selling and range-selling to existing customers and engage relevant stakeholders.
Set customer growth strategies and targets for the assigned territory 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, seeking support from a Commercial Assistant when necessary.
Coordinate with relevant stakeholders to develop timely customer solutions and maximize value, including on pricing matters.
Serve as the principal contact for customers in the assigned territory on commercial matters.
Conduct market studies by contacting customers to assess interest in potential new products and test market demand.
Use Brenntag Connect to generate and maximize sales.
Identify opportunities for sales projects with other departments, such as Product Management.
Identify and prioritize prospective customers, contact prospects, and involve relevant stakeholders to develop leads.
Coordinate with Brenntag Specialties sales staff on customers with 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 projects.
Maintain customer opportunity pipelines and potential sales in the CRM system.
Complete sales- and revenue-related reporting.
Support commercial and functional excellence based on guidance from the Commercial Excellence Function.
Provide regular customer product-demand forecasts to Product Management to support projected demand planning.
Maintain current product knowledge through training and stay informed about portfolio and market changes.
Stay informed about feedstock and upstream developments that affect product price movements.