The Account Manager is responsible for managing the overall sales efforts in her/his assigned territory to maximize sales and profit. S/he utilizes mainly telephone contact and/or face-to-face where required in a consultative sales approach to ensure the satisfaction of customer needs. S/he identifies selling opportunities and assertively acts 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. S/he upholds Brenntag core values and focuses on customer excellence in all regards and every day.
Essential Responsibilities and Tasks:
Customer Business Development (55%)
- 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.
- Conduct customer visits where required 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 offer 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 (25%)
- 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.
Additional Required Skills/Abilities:
- Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems
- Strong commercial understanding
- Customer-centric mindset, focusing on creating a positive experience for the customer
- Basic level of strategic thinking (business development, opportunities)
- Superior communication and negotiation skills
- High self-management capabilities
- Local travel required as per business needs
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.
- Competitive pay and incentives.
- Health and dental paid by company (with exception of LTD)
- DC pension plan matched 100% by employer up to 6%
- EFAP
- Starting 3 weeks' vacation
- Flexible work hours
- Gym/wellness subsidy
- Tuition reimbursement
- Maternity and paternal leave top-up
Brenntag Canada Inc. is committed to building a workforce that reflects the communities we serve and to promote a diverse, inclusive, accessible, merit-based, respectful and equitable workplace. Brenntag Canada Inc. provides equal employment opportunities to qualified applicants and employees without regard to race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, record of offences, age, marital status, family status, religion, gender identity, protected veteran status, disability or any other status protected by applicable Canadian, provincial or local law.
We offer employment accommodation across the recruitment process and all aspects of employment consistent with the requirements of applicable law. Let us know if you require a disability-related accommodation.
Collection of Information
Your personal information is being collected and will be used to determine your qualifications for employment with Brenntag Canada Inc. This collection of personal information is necessary to the proper administration of the application process. Please do not provide more personal information than what is asked of you. For example, do not include your social insurance number, photograph, or banking information, etc. with your application. We strongly encourage you not to provide us with information beyond that which is requested in the job posting. If you have any questions about the collection, use, disclosure, or retention of your personal information, please contact us.
Brenntag Canada Inc. is an inclusive employer.
Accommodation is available in accordance with the applicable law.
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