Account Manager

Airbus; Indianapolis (IN); On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

401(k)

Healthcare plans

Paid parental leave

Education assistance

Employee assistance program

Development programs

On-the-job training

Job summary

Brenntag North America, Inc. is seeking a results-driven Account Manager to lead sales efforts in the assigned territory. You will build relationships with customers, identify opportunities for cross- and range-selling, and coordinate with product and sales teams to maximize value and revenue.

You will conduct regular customer visits, prepare meetings, and close proposals while managing spot offers. Travel is required, and a driver’s license is essential.

Qualifications

• Experience in the chemical distribution business, preferably in a sales capacity (3–5 years).
• Strong communication and negotiation skills.
• High self-management and customer-centric mindset.
• Frequent travel required as per business needs.
• Valid driver’s license with a clean driving record.

Responsibilities

• 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.

Skills

Communication skills

Negotiation skills

Self-management

Customer-centric

Commercial understanding

Travel required

Education

Post-secondary education

Tools

Microsoft Excel

Microsoft Word

PowerPoint

CRM systems

Job description

Job Posting RequirementsYour RoleAccount 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.ResponsibilitiesCustomer Business Development (70%)1. Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction (also through digital channels).2. Identify customer potentials, i.e., opportunities for cross- and range-selling to existing customers and engage relevant stakeholders (e.g., Brenntag Specialties sales staff).3. Set strategies and targets for growth of customers in assigned territory (sales plan); align with Sales Manager.4. Frequently conduct customer visits and prepare the meetings using all available tools and reports, coordinate, negotiate and close proposals.5. Manage spot business/ rush offers, get support from Commercial Assistant when necessary.6. 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).7. Act as major point of contact to customers in assigned territory in all commercial matters.8. Conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand.9. Leverage Brenntag Connect to generate and maximize sales.New customer generation (10%)1. Spot opportunities for launching sales projects in cooperation with other departments like Product Management.2. Identify and prioritize prospective customers.3. Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.4. Liaise with Brenntag Specialties sales staff on customers with new Brenntag Essentials business opportunities.Sales & General Admin (15%)1. Set and maximize prices considering value-based pricing and customer segmentation within guidelines provided by Product Management.2. 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).3. Update and maintain customer opportunity pipelines and potentials in the CRM system4. Complete sales and revenue-related reporting.5. Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Function.6. Provide regular forecasts of product demand from customers to Product Management to optimize projected demand requirements.Know-How Management (5% to-be)1. Maintain an up-to-date level of product knowledge, e.g., via training.2. Keep up to date with changes and updates in the product portfolio and in the market.3. Keep up to date on feedstock and upstream developments that impact product price movements.Your ProfileSound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systemsSuperior communication and negotiation skillsStrong commercial understandingHigh self-management capabilitiesCustomer-centric mindset, focusing on creating a positive experience for the customerBasic level of strategic thinking (business development, opportunities)Frequent travel required as per business needsValid driver’s license with clean driving recordPhysical Job Requirements for Essential Functions:Sit up to 70% of the dayType up to 50% of the dayUse computer programs up to 50% of the dayUse the telephone up to 80% of the dayStand up to 50% of the dayWalk up to 50% of the dayDrive up to 50% of the dayLift/push/pull up to 30 lbs.Education and ExperiencePreferably 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).This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.Our OfferWe aim to create an environment where the best people want to work, where they can turn their passion into their job and realize their full potential.Individual development, on-the-job training, and development programs designed to help our employees grow in their careers.Paid parental leaveEducation assistance programEmployee assistance programVarious healthcare plan options as well as 401(k)Brenntag and its subsidiary companies will provide equal employment opportunities to all applicants without regard to any category protected by federal, state or local law, including as applicable, applicant’s actual or perceived race, color, religion, creed, sex, sexual orientation, gender identity or expression (including transgender status), gender (including pregnancy, childbirth, lactation and related medical condition), genetic information, military service, national origin, ancestry, citizenship status, age, veteran status, physical or mental disability, protected medical condition as defined by applicable federal, state or local law, political affiliation, marital status, membership in an employee organization, parental status, expunged juvenile record, or any other status protected by federal, state, or local law. Brenntag will provide reasonable accommodations to allow an applicant to participate in the hiring process (e.g., accommodations for a test or job interview) if so requested. When completing this application, you may exclude information that would disclose or otherwise reference your race, religion, age, sex, genetic, veteran status, disability or any other status protected by federal, state, or local law. This application is considered current for sixty (60) days only. At the end of this period, if you are still interested in employment, it will be necessary for you to reapply by completing a new application.If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting Human Resources at [e-mail] (phone, tty, fax, email, etc.).Brenntag North America, Inc. and its subsidiaries use E-Verify, a government-run, web-based system that allows employers to confirm the eligibility of their employees to work in the United States. For more information, please go to https://www.e-verify.gov/employee or view the poster at https://e-verify.uscis.gov/web/media/resourcesContents/E-Verify_Participation_Poster.pdf.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