Account Manager - Specialties Pharma

Brenntag•Allentown, PA

17h

About The Position

The Account Manager manages overall sales efforts in an assigned territory to maximize sales and profit. Using a consultative sales approach through frequent face-to-face and/or telephone contact, the role ensures customer needs are met, identifies opportunities, and acts on those with strong potential or gross profit. This includes cross-selling and range-selling to existing customers and developing new leads. The Account Manager upholds Brenntag’s core values and focuses on customer excellence. The role develops customer business, retains customers, improves satisfaction, sets territory growth strategies and targets in alignment with the Sales Manager, and manages customer visits, proposals, negotiations, and spot or rush offers. It also generates new customers, supports sales projects, manages pricing and CRM documentation, provides forecasts and reporting, and maintains product and market knowledge.

Requirements

Three to five years of previous experience in a sales role.
Experience in the chemical distribution business, preferably in a sales capacity.

Nice To Haves

Post-secondary education focused on business, science, or an equivalent area.

Responsibilities

Meet sales objectives and focus on customer retention and improving customer satisfaction, including through digital channels.
Identify customer potential and cross-selling or range-selling opportunities, and engage relevant stakeholders.
Set customer growth strategies and targets for the assigned territory and align the sales plan with the Sales Manager.
Conduct 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.
Work 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 in potential new products and test market demand.
Use Brenntag Connect to generate and maximize sales.
Identify and launch sales project opportunities in cooperation with departments such as Product Management.
Identify and prioritize prospective customers, contact prospects, and involve stakeholders to advance leads.
Coordinate with Brenntag Specialties sales staff regarding 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 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, including through training.
Stay informed about changes to the product portfolio and market, and about feedstock and upstream developments that affect product prices.