Account Manager - Specialties Pharma

Brenntag Group; United States; On-site; USD 85,000 - 120,000; Full time

Benefits offered by this job

Paid parental leave

Education assistance program

Employee assistance program

Various healthcare plan options as of

Job summary

Brenntag seeks an Account Manager to drive sales in a designated territory with a consultative approach, balancing face-to-face visits and calls to meet customer needs and maximize profit. You will identify opportunities, manage pricing discussions, and coordinate with Sales Manager and Product Management to deliver value.

Responsibilities include developing plans for customer growth, maintaining pipelines in the CRM, and delivering regular forecasts while upholding Brenntag’s commitment to

Qualifications

• Post-Secondary Education with focus in Business or Science.
• 3 to 5 years sales experience in chemical distribution.
• Experience in a sales role preferred in a consultative manner.

Responsibilities

• Manage sales efforts in assigned territory with face-to-face and/or telephone contact in a consultative sales approach to maximize sales and profit.
• Meet sales objectives and focus on customer retention and satisfaction, including digital channels.
• Identify customer potentials for cross- and range-selling and engage relevant stakeholders.
• Set strategies and targets for growth of customers in the territory and coordinate with Sales Manager.
• Maintain CRM data, update pipelines, and prepare reports and forecasts.

Skills

Sales

Customer retention

Lead generation

Cross-selling

Pricing strategy

CRM usage

Education

Post-secondary education (Business/Science)

Job description

YOUR ROLE AND RESPONSIBILITIES

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.

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 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