Account Manager- CASE

Account Managers are responsible for managing the overall sales efforts in their assigned territory to maximize sales and profit. They must utilize frequent face-to-face and/or telephone contact in a consultative sales approach to ensure the satisfaction of customer needs. They must identify selling opportunities and assertively act upon the opportunities that offer maximum potential and/or gross profit - both with existing customers through cross- and range-selling as well as with new leads. They must uphold Brenntag's core values and focus on customer excellence in all regards every day.

Job Description:

Customer Business Development (70%)

• Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction (also through digital channels).
• Identify customer potentials, i.e., opportunities for cross- and range-selling to existing customers and engage relevant stakeholders (e.g., Brenntag Specialties sales staff).
• Set strategies and targets for growth of customers in assigned territory (sales plan); align with Sales Manager.
• Frequently conduct customer visits and prepare the meetings using all available tools and reports, coordinate, negotiate and close proposals.
• Manage spot business/rush offers, get support from Commercial Assistant when necessary.
• Liaise with relevant stakeholders to create in a timely manner the best solution for the customer and extract maximum value (e.g., Sales Management/Product Management for Pricing topics).
• Act as major point of contact to customers in assigned territory in all commercial matters.
• Conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand.
• Leverage Brenntag Connect to generate and maximize sales.

New Customer Generation (10%)

• Spot opportunities for launching sales projects in cooperation with other departments like Product Management.
  Identify and prioritize prospective customers.
• Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.
• Liaise with Brenntag Specialties sales staff on customers with new Brenntag Essentials business opportunities.
• Set and maximize prices considering value-based pricing and customer segmentation within guidelines provided by Product Management.
• Ensure appropriate data administration and documentation of all business cases in the local CRM system (e.g., post processing of visits, creation of customer projects).
• 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/input from Commercial Excellence Function.
• Provide regular forecasts of product demand from customers to Product Management to optimize projected demand requirements.

Know-How Management (5% to-be)

• Maintain an up-to-date level of product knowledge, e.g., via training.
• Keep up to date with changes and updates in the product portfolio and in the market.
• Keep up to date on feedstock and upstream developments that impact product price movements.

Education and Experience:

• Preferably Post-Secondary Education with a focus in Business, Science or equivalent.
• Experience in the chemical distribution business, preferably in a sales capacity (3 to 5 years previous experience in sales role).