Product Portfolio Account Manager

Univar Solutions•Dublin, OH

25d

About The Position

The Product Portfolio Account Manager maintains and grows assigned products across an existing customer portfolio. The role builds relationships with new and existing customers, identifies portfolio-related needs, and presents Univar Solutions’ value proposition. It focuses on cross-selling and portfolio expansion within established accounts, partnering with Field Sales, Product Management, and Commercial Operations to support incremental growth. The manager uses a proactive, insight-driven sales approach to identify unmet needs, position specialty chemical solutions, and drive profitable growth while providing a coordinated, customer-centric experience with field-based sellers. This position is part of the Virtual Account Management team and manages a high-volume book of business through phone, video, and digital engagement. It requires regular internal collaboration, including weekly stakeholder meetings concerning market intelligence, stocking, and current pricing conditions. Success depends on self-motivation, knowledge of Univar Solutions’ services, persuasion and negotiation skills, financial acumen, resource management, and the ability to work at a fast pace. The position is primarily sedentary and performed in a remote or office-based environment. Occasional travel, typically less than 10–15%, may be required for team meetings, training, or customer engagements. Univar Solutions describes its Total Rewards package as including market-aligned pay and incentives, along with benefits supporting employees’ physical, emotional, and financial well-being. The company also expresses a commitment to sustainable solutions, workforce diversity, inclusion, and equal opportunity.

Requirements

At least 2 years of sales experience.
Bachelor’s degree required.
Demonstrated ability to sell multiple products or solutions across a customer portfolio.
Strong financial, market, and commercial acumen.
Strong interpersonal and communication skills, including the ability to develop successful business relationships with customers and internal teammates.
Ability to manage time and resources effectively to achieve goals.
Well-developed listening skills and a problem-solving approach to uncover customer needs and motivations, overcome objections, and guide customers through Univar.

Nice To Haves

Bachelor’s degree in Business, Sciences, or Sales preferred.
Excellent computer skills, including Microsoft Suite and CRM platforms such as Salesforce.com.
Experience working in matrixed, cross-functional environments.
Experience guiding or influencing sales execution teams without direct reporting authority.
Industry experience in a specific line of business or specialty distribution environments.

Responsibilities

Maintain and grow business within the assigned customer and product portfolio.
Proactively engage existing customers to identify opportunities to introduce products they do not currently purchase.
Analyze customer buying patterns, applications, and industry needs to identify cross-selling and portfolio expansion opportunities.
Present tailored product solutions and value propositions aligned with customers’ technical and commercial requirements.
Drive incremental revenue and margin growth through disciplined opportunity management and follow-through.
Serve as a dedicated product and portfolio selling resource within the Virtual Account Management model.
Manage a high-volume book of business using phone, video, and digital engagement tools.
Prioritize opportunities based on commercial impact, customer readiness, and portfolio strategy.
Collaborate with Product Management, Sales, and Sales Management.
Partner with Field Sales to align account strategies, clarify roles, and coordinate customer outreach.
Work with Product Management on product positioning, target applications, pricing strategy, and supplier priorities.
Share customer insights, competitive intelligence, and market feedback to inform portfolio and pricing decisions.
Complete timely and accurate system reporting in accordance with Commercial Operations requirements and strategy.
Support pricing execution, sample requests, and coordination of internal resources as needed.
Follow commercial policies, safety standards, and compliance requirements.