Brenntag

Account Manager HI&I

Brenntag • $70K — $95K *
Wayne, NJ 07470In-Person
Food & Beverages
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Post-secondary education in Business, Science or related field.
  • 3-5 years of experience in sales, preferably within chemical distribution.
  • Proven track record in driving sales growth and customer retention.
  • Strong interpersonal and communication skills for consultative sales approach.
  • Ability to analyze market trends and customer needs effectively.

Responsibilities

  • Drive customer business development to meet sales objectives and enhance customer satisfaction.
  • Conduct regular customer visits and prepare meetings utilizing available tools and reports.
  • Identify cross-selling opportunities and engage with relevant sales staff.
  • Coordinate and negotiate sales proposals to maximize profitability.
  • Manage rush business offers and collaborate with commercial assistants as needed.
  • Conduct market studies to explore new product opportunities by engaging with customers.
  • Maintain customer opportunity pipelines and ensure accurate CRM documentation.

Benefits

  • Individual development and on-the-job training opportunities.
  • Paid parental leave to support work-life balance.
  • Education assistance program for professional growth.
  • Employee assistance program for personal support.
  • Options for various healthcare plans and a 401(k) retirement plan.
Full Job Description
Your Role

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

  • 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)


About Brenntag

Brenntag is a leading global chemical distributor. The company was founded in 1874 and is headquartered in Essen, Germany. Brenntag operates in more than 70 countries and has a portfolio of over 10,000 products, including industrial and specialty chemicals, as well as ingredients for food and pharmaceuticals. The company serves customers in a wide range of industries, such as agriculture, automotive, and construction. Brenntag is committed to sustainability and has implemented several initiatives to reduce its environmental impact, such as using renewable energy sources and promoting the circular economy.
Learn more about Brenntag
Size
17,500 employees
Industry
Business Services
* Ladders Estimates

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