Account Manager

Brenntag•Huntsville, AL

About The Position

Account Managers manage overall sales efforts in their assigned territory to maximize sales and profit. They use frequent face-to-face and/or telephone contact and a consultative sales approach to meet customer needs and ensure satisfaction. They identify and pursue high-potential or high-gross-profit selling opportunities with existing customers through cross- and range-selling and with new leads. They uphold Brenntag’s core values and focus on customer excellence. The role focuses primarily on customer business development, including meeting sales objectives, retaining customers, improving satisfaction, identifying customer potential, setting territory growth strategies, conducting customer visits, negotiating and closing proposals, managing spot and rush business, coordinating solutions with stakeholders, and serving as the main commercial contact for assigned customers. It also includes generating new customers, administering sales and CRM activity, forecasting demand, and maintaining product and market knowledge. 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 chemical distribution, preferably in sales, is sought.
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, including business development and opportunity identification.
Frequent travel as required by business needs.
Valid driver’s license with a clean driving record.

Nice To Haves

Post-secondary education focused in Business, Science, or an equivalent field is preferred.
Experience in the chemical distribution business, preferably in a sales capacity.

Responsibilities

Meet sales objectives, retain customers, and improve customer satisfaction, including through digital channels.
Identify cross-selling and range-selling opportunities with existing customers and engage relevant stakeholders.
Set customer growth strategies and targets for the assigned territory and align them with the Sales Manager.
Conduct frequent customer visits; prepare for meetings using available tools and reports; coordinate, negotiate, and close proposals.
Manage spot business and rush offers, seeking Commercial Assistant support when needed.
Coordinate with relevant stakeholders to develop timely customer solutions and maximize value, including on pricing topics.
Serve as the primary contact for customers in the assigned territory on commercial matters.
Conduct market studies for potential new products by contacting customers to assess interest and market demand.
Use Brenntag Connect to generate and maximize sales.
Identify opportunities for sales projects with other departments, including Product Management.
Identify and prioritize prospective customers, contact prospects, and involve stakeholders to develop leads.
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 data 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 customer product-demand forecasts to support projected demand planning.
Maintain current product knowledge through training and other means.
Keep up to date on product portfolio and market changes, as well as feedstock and upstream developments affecting product prices.