Account Manager

Brenntag•Houston, TX

About The Position

Account Managers manage sales efforts in an assigned territory to maximize sales and profit. They use frequent face-to-face and telephone contact and a consultative sales approach to meet customer needs and ensure satisfaction. They identify and pursue high-potential, profitable sales opportunities with existing customers through cross-selling and range-selling, as well as with new leads. They uphold Brenntag’s core values and focus on customer excellence. The position focuses on customer business development, new customer generation, sales and general administration, and know-how management. It involves developing and executing territory sales plans, managing customer relationships and proposals, generating new business, maintaining CRM and reporting records, and keeping current on product and market developments. Frequent travel is required as business needs dictate.

Requirements

Preferably post-secondary education focused on Business, Science, or an equivalent field.
Three to five years of prior experience in a sales role; experience in chemical distribution, preferably in sales, is desired.
Computer skills in 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, including business development and opportunity identification.
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.
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 customer potential and cross-selling and range-selling opportunities, and engage relevant stakeholders.
Develop customer growth strategies and targets for the assigned territory, align the sales plan with the Sales Manager, and conduct customer visits 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 main contact for customers in the assigned territory on commercial matters.
Conduct market studies by contacting customers to assess interest and test demand for potential new products.
Use Brenntag Connect to generate and maximize sales.
Identify opportunities for sales projects with other departments, prioritize prospective customers, contact prospects, and work with relevant stakeholders to advance 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 and complete sales- and revenue-related reporting.
Drive commercial and functional excellence based on guidance from the Commercial Excellence Function.
Provide regular customer product-demand forecasts to Product Management to help optimize projected demand requirements.
Maintain up-to-date product knowledge through training and keep current on portfolio, market, feedstock, and upstream developments that affect product prices.