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External Account Manager Hi&i

3 months ago

Quebec Province, Canada Brenntag Full time

EXTERNAL ACCOUNT MANAGER HI&I
Our team in
Lachine currently has an opening for a
External Account Manager HI&I

YOUR ROLE & RESPONSIBILITIES

Essential Responsibilities and Tasks:

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%)

  • Keep up to date with changes and updates in the product/solution portfolio and in the market.
  • Keep up to date on feedstock and upstream developments that impact product price movements.

YOUR PROFILE

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 selfmanagement capabilities
  • Customercentric 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

Physical Job Requirements for Essential Functions:

  • Sit up to 70% of the day
  • Type up to 50% of the day
  • Use computer programs up to 50% of the day
  • Use the telephone up to 80% of the day
  • Stand up to 50% of the day
  • Walk up to 50% of the day
  • Drive up to 50% of the day
  • Lift/push/pull up to 30 lbs.

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).
Product, technical and market knowledge of respective Industry/ Application.
OUR OFFER

**INTERESTED?