Account Manager, Polymer & Rubber

Brenntag; Melbourne; On-site; AUD 90,000 - 130,000; Full time

Job summary

Brenntag is seeking a dynamic sales professional to manage existing customers and create new relationships within the Melbourne region. You will drive revenue by leveraging digital and in-person channels, expand the product portfolio through cross-selling, and implement value-based pricing aligned with market demand.

Applicants should bring 5+ years of B2B sales in chemicals or related industries, strong technical knowledge of coatings/paints/chemicals, and distribution experience.

Qualifications

• 5+ years B2B sales experience in a Polymer/Rubber/raw ingredients related commercial/sales role.
• Technically sound in coatings/paints/chemicals/raw ingredients discipline.
• Experience in distribution, chemical or other similar industry.

Responsibilities

• Manage existing customers and develop new customer relationships.
• Achieve sales targets by proactively leveraging all communication channels including digital channels and face to face interactions for a range of allocated products.
• Increase GP and product portfolio by initiating opportunities to drive cross-selling / range-sell / value-based pricing.
• Identify high potential accounts and determine strategies for converting prospects.
• Following sales protocols and procedures, generate new leads and improve/increase conversion rates and sales interactions.
• Utilising call planning, pipeline management, lead identification and qualification, undertake proactive sales calling and performance monitoring to drive sales and achieve set targets.
• Raise customer awareness by assisting in determining the right products for the customer’s needs as well as raising customer awareness of product options/ opportunities.
• Undertake joint visits with Managers and Principals as required.
• Liaise with relevant internal stakeholders to determine the best solution for the customer and extracting maximum value (e.g., Sales Team, Product Management, Customer Service, Supply Chain)
• Submit accurate forecasts and forecast updates as requested on a timely basis, managing effective pricing strategies to include, but not limited to: Contracts, Pricing Agreements, Renewals, negotiations, and implementations
• Prepare and calculate accurate costings for materials
• Prepare and offer quotations to customers
• Prepare CRM reports relating to customers in the format and timing specified by Managers (reporting includes regular call reports and special reports as requested by management at a Principals’ request)
• Maintain, create, monitor, and update customer opportunities and potentials in CRM
• Review reports and action as required to ensure customers receive the correct quantity of product, at the right time and in the right location to meet budgeted, contracted, and forecast requirements
• Report on any information relevant to the liquidity of a customer to identify and limit any possible exposure to Brenntag of any debts
• Seek prompt payment of debtors and address problem accounts when necessary
• In conjunction with Commercial/Business/Product Managers, conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand
• Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Team
• Increase product knowledge by undertaking regular reviews of product data to understand the technical merits of the products handled by Brenntag as well as participating in product knowledge initiatives
• Report on market and competitor information e.g., pricing, key customer strategies, trends, key personnel movements, and new product opportunities etc.
• Ensure all business activities are conducted according to the corporate guidelines

Skills

B2B sales

Chemicals knowledge

Distribution experience

Cross-selling

Education

Tertiary qualified in an industry related discipline (science/chemistry)

Job description

• Manage existing customers and develop new customer relationships
• Achieve sales targets by proactively leveraging all communication channels including digital channels and face to face interactions for a range of allocated products
• Increase GP and product portfolio by initiating opportunities to drive cross-selling / range-sell / value-based pricing
• Identify high potential accounts and determine strategies for converting prospects
• Following sales protocols and procedures, generate new leads and improve/increase conversion rates and sales interactions
• Utilising call planning, pipeline management, lead identification and qualification, undertake proactive sales calling and performance monitoring to drive sales and achieve set targets
• Raise customer awareness by assisting in determining the right products for the customer’s needs as well as raising customer awareness of product options/ opportunities
• Undertake joint visits with Managers and Principals as required
• Liaise with relevant internal stakeholders to determine the best solution for the customer and extracting maximum value (e.g., Sales Team, Product Management, Customer Service, Supply Chain)
• Submit accurate forecasts and forecast updates as requested on a timely basis, managing effective pricing strategies to include, but not limited to: Contracts, Pricing Agreements, Renewals, negotiations, and implementations
• Prepare and calculate accurate costings for materials
• Prepare and offer quotations to customers
• Prepare CRM reports relating to customers in the format and timing specified by Managers (reporting includes regular call reports and special reports as requested by management at a Principals’ request)
• Maintain, create, monitor, and update customer opportunities and potentials in CRM
• Review reports and action as required to ensure customers receive the correct quantity of product, at the right time and in the right location to meet budgeted, contracted, and forecast requirements
• Report on any information relevant to the liquidity of a customer to identify and limit any possible exposure to Brenntag of any debts
• Seek prompt payment of debtors and address problem accounts when necessary
• In conjunction with Commercial/Business/Product Managers, conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand
• Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Team
• Increase product knowledge by undertaking regular reviews of product data to understand the technical merits of the products handled by Brenntag as well as participating in product knowledge initiatives
• Report on market and competitor information e.g., pricing, key customer strategies, trends, key personnel movements, and new product opportunities etc.
• Ensure all business activities are conducted according to the corporate guidelines

Job Responsibilities

• Manage existing customers and develop new customer relationships
• Achieve sales targets by proactively leveraging all communication channels including digital channels and face to face interactions for a range of allocated products
• Increase GP and product portfolio by initiating opportunities to drive cross-selling / range-sell / value-based pricing
• Identify high potential accounts and determine strategies for converting prospects
• Following sales protocols and procedures, generate new leads and improve/increase conversion rates and sales interactions
• Utilising call planning, pipeline management, lead identification and qualification, undertake proactive sales calling and performance monitoring to drive sales and achieve set targets
• Raise customer awareness by assisting in determining the right products for the customer’s needs as well as raising customer awareness of product options/ opportunities
• Undertake joint visits with Managers and Principals as required
• Liaise with relevant internal stakeholders to determine the best solution for the customer and extracting maximum value (e.g., Sales Team, Product Management, Customer Service, Supply Chain)
• Submit accurate forecasts and forecast updates as requested on a timely basis, managing effective pricing strategies to include, but not limited to: Contracts, Pricing Agreements, Renewals, negotiations, and implementations
• Prepare and calculate accurate costings for materials
• Prepare and offer quotations to customers
• Prepare CRM reports relating to customers in the format and timing specified by Managers (reporting includes regular call reports and special reports as requested by management at a Principals’ request)
• Maintain, create, monitor, and update customer opportunities and potentials in CRM
• Review reports and action as required to ensure customers receive the correct quantity of product, at the right time and in the right location to meet budgeted, contracted, and forecast requirements
• Report on any information relevant to the liquidity of a customer to identify and limit any possible exposure to Brenntag of any debts
• Seek prompt payment of debtors and address problem accounts when necessary
• In conjunction with Commercial/Business/Product Managers, conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand
• Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Team
• Increase product knowledge by undertaking regular reviews of product data to understand the technical merits of the products handled by Brenntag as well as participating in product knowledge initiatives
• Report on market and competitor information e.g., pricing, key customer strategies, trends, key personnel movements, and new product opportunities etc.
• Ensure all business activities are conducted according to the corporate guidelines

Job Requirements

• Tertiary qualified in an industry related discipline (science/chemistry)
• 5 + years B2B sales experience in a Polymer/ Rubber /raw ingredients related commercial/sales role
• Technically sound in coatings/paints/chemicals/raw ingredients discipline with the ability to demonstrate and communicate the value proposition of raw ingredient products
• Experience in distribution, chemical or other similar industry

Brenntag provides equal employment opportunities to qualified applicants and employees of all backgrounds and identities to create a workplace where difference is valued because it forms a resilient and more innovative organization. We do not discriminate on the basis of age, disability, gender identity, sexual orientation, ethnicity, race, religion or belief, parental and family status, or any other protected characteristic. We welcome applications from women, men and non-binary candidates of all ethnicities and socio-economic backgrounds.

Brenntag TA Team