Account Manager HI&I

Brenntag; Wayne (PA); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Individual development

Parental leave

Education assistance

Employee assistance program

Healthcare + 401(k)

Job summary

Brenntag is seeking an Account Manager to drive sales and profitability in the assigned territory through consultative, face-to-face and phone interactions. You will manage existing accounts and seek new leads, focusing on cross- and range-selling while aligning with Brenntag's core values and customer excellence every day.

The role emphasizes customer retention, market studies for new opportunities, and close collaboration with product/management teams to price and deliver value.

Qualifications

• Education focus as listed: business/science or equivalent.
• 3 to 5 years of previous sales experience in chemical distribution (as noted in Education/Experience).

Responsibilities

• Meet sales objectives and focus on customer retention and overall satisfaction.
• Identify customer potentials for cross- and range-selling and engage stakeholders.
• Set growth strategies and targets for customers in the assigned territory.
• Conduct frequent customer visits, prepare meetings with tools/reports, coordinate and close proposals.
• Liaise with stakeholders to craft solutions and maximize value for customers.
• Act as major contact for customers in the territory on commercial matters.
• Conduct market studies and test demand for new product opportunities.
• Leverage Brenntag Connect to generate and maximize sales.
• Identify and nurture prospective customers for new opportunities.
• Update CRM with opportunities and ensure accurate forecasting.

Education

Post-Secondary Education with a focus in Business, Science or equivalent

Job description

Job Summary

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.

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.

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.

Sales & General Admin (15%)

• 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.

Your Profile

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

We 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 leave
• Education assistance program
• Employee assistance program
• Various healthcare plan options as well as 401(k)

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.

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].

Brenntag TA Team