Account Manager - Specialties Nutrition Food

Brenntag•South Gate, CA

About The Position

Account Managers manage 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, identify sales opportunities, and pursue opportunities with strong potential or gross profit. This includes cross-selling and range-selling to existing customers and developing new leads. The role upholds Brenntag’s core values and focuses on customer excellence. The Account Manager develops customer business by meeting sales objectives, supporting customer retention and satisfaction, identifying customer potential, setting territory growth strategies and targets in alignment with the Sales Manager, and conducting customer visits and negotiations. The role serves as a principal commercial contact for customers, manages spot business and rush offers, coordinates solutions with relevant stakeholders, researches potential product opportunities, and uses Brenntag Connect to generate sales. The position also generates new customers, manages pricing and sales administration, maintains CRM records and opportunity pipelines, reports sales and revenue, provides product-demand forecasts, and keeps product and market knowledge current. The posting emphasizes experience with raw ingredient and distribution sales.

Requirements

Experience with raw ingredient and distribution sales.
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 field.
Experience in a sales capacity within the chemical distribution business.

Responsibilities

Meet sales objectives and focus on customer retention and 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 in a sales plan, aligned with the Sales Manager.
Conduct customer visits, prepare for meetings using available tools and reports, coordinate and negotiate proposals, and close them.
Manage spot business and rush offers, obtaining Commercial Assistant support when needed.
Coordinate with relevant stakeholders, including Sales Management and Product Management, to develop timely customer solutions and maximize value.
Serve as a major point of contact for customers in the assigned territory on commercial matters.
Conduct market studies by contacting customers to assess interest in potential new product opportunities and test market demand.
Use Brenntag Connect to generate and maximize sales.
Identify opportunities for sales projects 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 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 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 Product Management with regular forecasts of customer product demand to help optimize projected requirements.
Maintain current product knowledge through training and stay informed about product-portfolio and market changes.
Stay informed about feedstock and upstream developments that affect product price movements.
Uphold Brenntag’s core values and focus on customer excellence.