JOBSUMMARY

AccountManagersareresponsiblefor managingtheoverallsaleseffortsintheirassignedterritory tomaximizesalesandprofit.Theymustutilizefrequentface-to-faceand/or telephonecontactina consultative salesapproachtoensurethe satisfactionofcustomer needs.Theymustidentify selling opportunities and assertively actuponthe opportunities that offer maximum potential and/or grossprofit-bothwithexistingcustomers through cross- andrange-selling aswellaswith newleads.TheymustupholdBrenntag'scorevaluesand focusoncustomerexcellenceinall regards every day.

JOBRESPONSIBILITIES

CustomerBusinessDevelopment(70%)

·Meetsalesobjectivesandfocusoncustomerretentionaswellasimprovingoverall customer satisfaction (also through digitalchannels).

·Identifycustomer potentials,i.e.,opportunities for cross-andrange-selling to existing customersandengagerelevantstakeholders(e.g.,BrenntagSpecialtiessalesstaff).

·Setstrategiesandtargetsforgrowthofcustomersinassignedterritory(salesplan);align with Sales Manager.

·Frequentlyconductcustomervisitsandpreparethemeetingsusingallavailabletoolsand reports,coordinate, negotiate andclose proposals.

·Managespotbusiness/rush offers,getsupportfromCommercialAssistant when necessary.

·Liaisewithrelevantstakeholders to createinatimely manner the bestsolutionfor the customer and extract maximumvalue(e.g.,SalesManagement/Product Management for Pricing topics).

·Actasmajorpointofcontacttocustomersinassignedterritoryinallcommercialmatters.

·Conduct marketstudiesonpotentialnewproductopportunities bycontactingcustomersto gather interest and test market demand.

NewCustomer Generation(10%)

·Spotopportunitiesforlaunchingsalesprojectsincooperationwithotherdepartmentslike Product Management.

·Identify andprioritizeprospectivecustomers.

·Getincontactwithprospectsandinvolverelevantstakeholderstonurtureleadsdownthe pipeline.

·LiaisewithBrenntag Specialtiessalesstaff oncustomers withnewBrenntag Essentials business opportunities.

Sales&GeneralAdmin(15%)

·Setandmaximizepricesconsideringvalue-based pricingandcustomer segmentation within guidelines provided byProduct Management.

·Ensureappropriatedataadministrationanddocumentationofallbusinesscasesinthe localCRMsystem(e.g.,postprocessingofvisits,creationofcustomerprojects).

·UpdateandmaintaincustomeropportunitypipelinesandpotentialsintheCRMsystem

·Completesalesandrevenue-relatedreporting.

JOB SUMMARY
Account Managers are responsible for managing the overall sales efforts in their assignedterritory to maximize sales and profit.They must utilizefrequent face-to-face and/or telephone contact in a consultative sales approachto ensure the satisfaction of customer needs. They must identify selling opportunities andassertively act upon the opportunities that offer maximumpotential and/or gross profit - both with existing customers through cross- and range-selling as well as with newleads. They must uphold Brenntag's core values and focus on customer excellence in all regards everyday.
JOB RESPONSIBILITIES
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 andprioritizeprospectivecustomers.
Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.
LiaisewithBrenntag Specialtiessalesstaff oncustomers withnewBrenntag Essentials business opportunities.
Sales & General Admin (15%)
Setandmaximizepricesconsideringvalue-based pricingandcustomer 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
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

·Drivecommercialandfunctionalexcellencebasedonguidance/inputfromCommercial Excellence Function.

·ProvideregularforecastsofproductdemandfromcustomerstoProductManagementto optimize projected demand requirements.

Know-HowManagement(5%to-be)

·Maintainanup-to-datelevelofproductknowledge,e.g.,viatraining.

·Keepuptodatewithchangesandupdatesintheproductportfolioandinthemarket.

·Keepupto dateonfeedstockandupstreamdevelopments thatimpactproductprice movements.

AdditionalRequiredSkills/Abilities:

·Soundcomputerskillsinthe useofMicrosoftExcel,Word,PowerPointandCRMsystems

·Superiorcommunicationandnegotiationskills

·Strongcommercialunderstanding

·Highself-managementcapabilities

·Customer-centricmindset,focusing oncreatingapositiveexperience forthecustomer

·Basiclevelofstrategicthinking(businessdevelopment,opportunities)

·Frequenttravelrequiredasper businessneeds

·Valid driver'slicensewithcleandrivingrecord