Account Manager - Specialties Water Treatment

Brenntag•Chattanooga, TN

About The Position

Account Managers manage overall sales efforts in their assigned territory to maximize sales and profit. Using frequent face-to-face and/or telephone contact and a consultative sales approach, they ensure customer needs are met. They identify and act on sales opportunities with strong potential or gross profit, working with existing customers through cross-selling and range-selling as well as pursuing 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 customer potential, setting territory growth strategies, conducting customer visits, negotiating proposals, managing spot business and rush offers, and serving as the primary commercial contact for customers. It also involves generating new customers and sales projects, maintaining commercial and CRM records and forecasts, and keeping product and market knowledge current. The position prefers post-secondary education focused on business, science, or an equivalent field, along with experience in chemical distribution, preferably in sales.

Requirements

Preferably, post-secondary education focused on business, science, or an equivalent area.
Experience in chemical distribution, preferably in a sales capacity.
Three to five years of previous experience in a sales role.

Nice To Haves

Post-secondary education focused on business, science, or an equivalent area.
Experience in chemical distribution, 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 growth strategies and sales targets for customers in the assigned territory and align them 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 necessary.
Coordinate with relevant stakeholders to develop timely customer solutions and maximize value, including on pricing topics.
Act as the primary 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 opportunities for sales projects with other departments, including 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 appropriate business 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 optimize projected demand requirements.
Maintain current product knowledge, including through training.
Keep up to date with changes to the product portfolio and market, and with feedstock and upstream developments that affect product price movements.