Your Role & 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 for assigned territory (65%) 

• 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 Essentials 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, Industry Marketing Management, Application Development). 

• 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 Industry Marketing Management, Application Development and suppliers. 

• Identify and prioritize prospective customers. 

• Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.

• Liaise with Brenntag Essentials sales staff on customers with new Brenntag Specialties business opportunities. 

Sales & General Admin (15%) 

• Set and maximize prices considering value-based pricing and customer segmentation within guidelines provided by Product Management/ Industry Marketing 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 Industry Marketing Management to optimize projected demand requirements. 

Know-How Management (10%) 

• Maintain an up-to-date level of product, technical, and application knowledge, e.g., via training. 

• Keep up to date with changes and updates in the product/solution portfolio and in the market. 

• Keep up to date

Your Profile 

Skills

• 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 

Education & 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).

• Product, technical and market knowledge of respective Industry/ Application. 

Our Offer 

• We aim