Account Manager

Brenntag•Lancaster, TX

About The Position

Account Managers manage sales efforts in an assigned territory to maximize sales and profit. Using a consultative approach and frequent face-to-face or telephone contact, they work to meet customer needs and ensure customer satisfaction. They identify and act on opportunities with existing customers through cross-selling and range-selling, and develop new leads while upholding Brenntag’s core values and focus on customer excellence. The role develops customer business, retains and grows accounts, plans and conducts customer visits, coordinates and negotiates proposals, manages spot and rush offers, and serves as the main commercial contact for customers in the territory. It also identifies prospective customers and new product opportunities, maintains sales and customer information in CRM systems, supports pricing and forecasting, and keeps product and market knowledge current. 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 sales experience; experience in chemical distribution is preferred.
Computer skills using Microsoft Excel, Word, PowerPoint, and CRM systems.
Strong 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 identifying opportunities.
Valid driver’s license and clean driving record.
Ability to travel frequently as required by business needs.

Nice To Haves

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

Responsibilities

Meet sales objectives, retain customers, and improve customer satisfaction, including through digital channels.
Identify customer potential and cross-selling or range-selling opportunities, engaging 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, obtaining support from a Commercial Assistant when necessary.
Coordinate with stakeholders to develop timely customer solutions and maximize value, including on pricing topics.
Serve as the main point of 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 sales-project opportunities with other departments, prioritize prospective customers, contact prospects, and involve stakeholders to nurture 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 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.
Maintain current product knowledge through training and stay informed about portfolio, market, feedstock, and upstream developments that affect product prices.