Note: The job is a remote job and is open to candidates in USA. Brenntag is a leading chemical distribution company, and they are seeking a Sales Manager to oversee the sales efforts of Account Managers in their assigned territory. The role involves managing sales strategies, guiding team performance, and ensuring customer excellence.
Responsibilities
- Effectively communicate the sales strategy, related tactics and expectations for the assigned territory or industry
- Pre-define and communicate service levels, payment terms etc. - in alignment with defined guardrails (customer segmentation, ComEx)
- Establish Gross-Profit targets and set both team and individual targets / KPIs
- Motivate the sales team to achieve Regional targets and KPIs (both quantitative and qualitative)
- Ensure all Account Managers create, maintain, and present a robust sales plan, incl. mid-term objectives/ action-plans for priority customers
- Guide team to focus sales activities on the right customers (e.g., utilizing CRM classifications)
- Help team to prioritize new customer leads or customer projects and manage campaign initiation and execution
- Facilitate effective collaboration with cross-functional internal teams and Industry/ Product experts, who can support the delivery of increased product baskets and solutions for customers; Ensure Application Development Managers, Industry Marketing Managers and/or Product Management are utilized effectively to create growth opportunities
- Take responsibility for dealing with under-performers; interview & recruit new sales team members
- Push people development incl. training and coaching (for details, see training and coaching below)
- Conduct deployment/staff planning, taking into account vacation/sick leave and resulting temporary replacements
- Ensure all commercial activities within her/his area of responsibility are conducted in line with Brenntag's codes, guidelines and local and international legislation
- Maintain an up-to-date level of market, product, technical, and application knowledge, e.g., via training
- Identify/ Derive growth opportunities/ trends and exchange with Industry Marketing Managers/Product Management
- Support Industry Marketing Managers/Product Management in supplier relationship management, e.g., through participating in business reviews
- Derive the optimal sales strategy for the team of Account Managers, taking into account customers/ products/ market developments and overall strategy
- Develop customer retention strategies
- Be part of the Sales Management leadership team and jointly shape the future sales direction
- Hold weekly and monthly one-on-one review meetings with each Account Manager (physical or virtual) to discuss activities and upcoming visit/call plans
- Hold regular coaching sessions (minimum quarterly, but ideally monthly) with each EAM/IAM and provide immediate feedback (Note: These coaching sessions can take place after joint customer meetings)
- Hold regular (min. quarterly) meetings with the sales team, to review team performance, discuss market-changes, refine commercial tactics, agree on new actions, share best-practices and facilitate teambuilding
- Arrange and carry out further sales training (with external providers), in order to continually develop the Account Managers
- Act as a first escalation instance
- Provide pricing guidance with regards to price differentiation
- Push Account Managers on pricing excellence (e.g., margin management)
- Review prices set below min. threshold
- Ensure appropriate data administration and documentation of all customer interactions and business cases in the local CRM system (e.g., post processing of visits, customer potential, customer projects, outstanding actions)
- Review team performance by reading CRM reports, monitoring the status of outstanding actions, measuring performance against sales campaigns and commercial excellence (e.g., price & margin management initiatives etc.)
- Complete sales and revenue-related reporting and develop respective actions
- Proactively manage and push EAMs/IAMs into the digital transformation in sales (Brenntag Connect)
Skills
- Experience in the chemical distribution business, in a sales capacity, with a minimum 2 years of relevant leadership experience
- Proven Management competencies, including having a track-record of achieving strong sales growth and delivering against business objectives
- Post-Secondary Education with a focus in Business, Science or equivalent preferred
- High school diploma; BSc/BA in office administration or relevant field is preferred
Benefits
- 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
- 401(k)
Company Overview
Company H1B Sponsorship