Account Manager

Airbus; Santa Fe Springs (CA); On-site; USD 70,000 - 120,000; Full time

Benefits offered by this job

Paid parental leave

Education assistance program

Employee assistance program

Healthcare plan options

401(k)

Job summary

Brenntag North America, Inc. and its subsidiaries is seeking an Account Manager to drive sales in the assigned U.S. territory. You will manage customer relationships, identify growth opportunities, and coordinate with various teams to deliver solutions that maximize value and gross profit.

Responsibilities include planning, visits, negotiations, and pipeline management. A strong sales mindset, CRM fluency, and willingness to travel are required.

Qualifications

• Strong communication and negotiation capabilities for customer engagements.
• Experience in sales and account management with a consultative approach.
• Ability to manage customer pipelines and use CRM tools effectively.

Responsibilities

• Develop customer business in the assigned territory and meet sales objectives.
• Identify opportunities for cross- and range-selling; engage stakeholders.
• Set growth targets and coordinate with Sales Manager on strategy.
• Conduct customer visits, prepare meetings, and close proposals.
• Maintain data in CRM and provide regular sales/revenue reporting.
• Stay updated on product portfolio and market developments.

Skills

Communication skills

Negotiation skills

Self-management

Customer-centric mindset

Strategic thinking

Frequent travel

Driver's license

Education

Post-secondary education in Business or Science

Tools

Microsoft Excel

Microsoft Word

Microsoft PowerPoint

CRM systems

Job description

Your Role

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.

Responsibilities

• Customer 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 system
  4. 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 Profile

• Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems
• Superior communication and negotiation skills
• Strong commercial understanding
• High self-management capabilities
• Customer-centric mindset, focusing on creating a positive experience for the customer
• Basic level of strategic thinking (business development, opportunities)
• Frequent travel required as per business needs
• Valid driver’s license with clean driving record

Physical Job Requirements for Essential Functions

• Sit up to 70% of the day
• Type up to 50% of the day
• Use computer programs up to 50% of the day
• Use the telephone up to 80% of the day
• Stand up to 50% of the day
• Walk up to 50% of the day
• Drive up to 50% of the day
• Lift/push/pull up to 30 lbs.

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).

Our Offer

• Paid parental leave
• Education assistance program
• Employee assistance program
• Various 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.

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 TA Team

Brenntag is the leading global distributor of chemicals and ingredients, committed to connecting customers and suppliers within networks. We add value for our customers and partners every step of the way: through our product knowledge, innovation, and sustainable solutions, combined with our passion for service excellence and commitment to safety. Headquartered in Essen, Germany, and with more than 17,500 experts at about 600 locations in 72 countries, our two global divisions, Brenntag Essentials and Brenntag Specialties, offer a full range of industrial and specialty chemicals and ingredients. Therefore, our clients and partners can count on us for global reach combined with local agility and execution. As an employer, we embrace diversity and foster a sense of community and collaboration in an environment where employees are encouraged to share ideas and work together. We engage our employees in the company’s mission for collective success, by building long-term stability and safety through trust and clarity across the organization. We believe in empowering our employees to reach their full potential and shape the future. For more information, please visit www.brenntag.com

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.