Account Manager - Pharma/Nutra

Position Overview:

Responsible for managing a portfolio of customers, improving and developing existing customer relationships as well as identifying and actively seeking new product and sales growth opportunities

Key Responsibilities / Accountabilities:

• Manage existing customers and develop new customer relationships
• Manage existing and establish new product and market opportunities driving business growth and market share
• Achieve sales targets by proactively leveraging all communication channels including digital channels and face to face interactions for a range of allocated products
• Increase GP and product portfolio by initiating opportunities to drive cross-selling / range-sell / value-based pricing
• Identify high potential accounts and determine strategies for converting prospects
• Following sales protocols and procedures, generate new leads and improve/increase conversion rates and sales interactions
• Utilising call planning, pipeline management, lead identification and qualification, undertake proactive sales calling and performance monitoring to drive sales and achieve set targets
• Raise customer awareness by assisting in determining the right products for the customer’s needs as well as raising customer awareness of product options/ opportunities
• Undertake joint visits with Managers and Principals as required
• Liaise with relevant internal stakeholders to determine the best solution for the customer and extracting maximum value (e.g., Sales Team, Product Management, Customer Service, Supply Chain)
• Submit accurate forecasts and forecast updates as requested on a timely basis, managing effective pricing strategies to
• include, but not limited to: Contracts, Pricing Agreements, Renewals, negotiations, and implementations
• Prepare and calculate accurate costings for materials
• Prepare and offer quotations to customers
• Prepare CRM reports relating to customers in the format and timing specified by Managers (reporting includes regular call reports and special reports as requested by management at a Principals’ request)
• Maintain, create, monitor, and update customer opportunities and potentials in CRM
• Review reports and action as required to ensure customers receive the correct quantity of product, at the right time and in the right location to meet budgeted, contracted, and forecast requirements
• Report on any information relevant to the liquidity of a customer to identify and limit any possible exposure to Brenntag of any debts
• Seek prompt payment of debtors and address problem accounts when necessary
• In conjunction with Commercial/Business/Product Managers, conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand
• Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Team
• Increase product knowledge by undertaking regular reviews of product data to understand the technical merits of the products handled by Brenntag as well as participating in training and product knowledge initiatives
• Report on market and competitor information e.g., pricing, key customer strategies, trends, key personnel movements, and new product opportunities etc.
• Reactivate Lost/Idle Customers
• Ensure all business activities are conducted according to the corporate guideines

Customer Experience

• Identify and assist in implementation of process improvement opportunities in conjunction with senior management
• Manage Customer Service Excellence as measured by external customer feedback
• Work cohesively with internal/external stakeholders ensuring a customer centric culture is achieved and maintained

Non-conformance Management

• Review Job7’s and follow through to action improvements, addressing areas of sub-optimal performance
• Manage and report all non-conformances, acting on repetitious non-conformances
• Identify and implement changes to ensure a measured reduction in non-conformances and overall operation efficiency gains and continuous improvement initiatives are achieved

General

• Consistently demonstrate Brenntag values and expected behaviours through exemplary standard setting
• Actively participate in the annual Performance, Planning & Review Process (PPM), establishing individual KPIs and monitoring performance to ensure targets and effective work outcomes are achieved
• Take ownership of learning and development opportunities by creating an Individual Development Plan (IDP), strengthening your personal and professional development
• Perform such other duties and activities which may be assigned to you from time to time

Compliance

QSHE:

• Maintain thorough knowledge of the Company’s Integrated Management Systems and comply with all policies and procedures of the systems
• Maintain sound knowledge of relevant requirements and regulations
• Adhere to the Company’s “Safety First” culture ensuring the highest safety standards are always maintained and that respect and collaboration with colleagues is imbedded in all daily work activities

Chain of Responsibility (COR):

• Be aware of, understand and comply with Brenntag’s Chain of Responsibility Policy and Guidelines

Responsible Care:

• Be aware of the Company's responsibility under the "Responsible Care" initiative and always uphold the conditions of such membership

Product Stewardship:

• Ensure products handled by the Company are only promoted for the purpose specified in writing by the Producer and make no claims or statements, which can be used against the Company
• Ensure correct storage of goods and services under the Product Stewardship specifications

Competencies / Personal Attributes:

• Excellent verbal and written communication skills
• Interpersonal awareness with a proven ability to develop and maintain strong relationships and build credibility and trust with internal and external stakeholders
• Must have a “best practice” continuous improvement and customer centric mindset
• Results orientated with a solutions-based sales approach
• Agile, highly collaborative with an early adopter mindset
• Ability to manage complexity and change in a dynamic environment
• Analytical skills and high attention to detail
• Ability to work autonomously, flexibly and under pressure to meet tight deadlines
• Demonstrated ability to proactively problem solve and follow through on allocated tasks to successful completion
• Enthusiastic and highly motivated
• Digitally savvy and can prioritise and take initiative
• Excellent planning and time management skills
• Excellent IT Skills and practical knowledge of MS Office (Word, Excel, Outlook, PowerPoint)

Qualifications / Experience:

• Tertiary qualified in an industry related discipline (science/chemistry)
• 3 + years B2B sales experience in a Pharma/Ingredients related commercial/sales role
• Technically sound in the Pharmaceutical discipline with the ability to demonstrate and communicate the value proposition of Pharma products
• Experience in distribution, chemical or other similar industry desirable but not essential