Account Manager

Brenntag • Lancaster, CA

7d

About The Position

Account Managers manage overall 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, identify selling opportunities, and pursue opportunities with strong potential or gross profit among existing customers and new leads. They uphold Brenntag’s core values and focus on customer excellence.

The role focuses on customer business development, including meeting sales objectives, retaining customers, improving customer satisfaction, identifying cross- and range-selling potential, setting customer growth strategies and targets, and conducting customer visits. Account Managers coordinate, negotiate, and close proposals; manage spot and rush offers; and work with internal stakeholders to develop customer solutions and maximize value. They serve as the main commercial contact for customers in their territory, assess demand for potential new products, and use Brenntag Connect to generate sales.

The position also involves identifying and developing prospective customers and sales projects, managing pricing within guidelines, maintaining customer and opportunity records in the CRM system, completing sales and revenue reporting, providing product-demand forecasts, and keeping 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 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 in business development and identifying opportunities.
• Frequent travel as required by business needs.
• Valid driver’s license and a 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 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, 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 topics.
• Act as the primary 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 in cooperation 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 new Brenntag Essentials business opportunities with customers.
• Set and maximize prices using value-based pricing and customer segmentation within Product Management guidelines.
• Maintain accurate business-case data and documentation in the local CRM system, including visit follow-up and customer project creation.
• Update and maintain 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 regular customer product-demand forecasts to Product Management to support projected demand planning.
• Maintain current product knowledge through training and other means.
• Keep up to date with product portfolio and market changes, and with feedstock and upstream developments that affect product prices.

Benefits

• Individual development, on-the-job training, and development programs to support career growth.
• Paid parental leave.
• Education assistance program.
• Employee assistance program.
• Various healthcare plan options.
• 401(k).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed