Account Manager at Brenntag in Santa Fe Springs, California, USA

Job description

• 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.

Requirements

• 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
• 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).
• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.

Skills

Required

• Strong commercial understanding
• High self-management capabilities
• Customer-centric mindset
• Basic level of strategic thinking

Benefits

• 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)