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Sales Manager

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Brenntag

27d ago

  • Job
    Full-time
    Junior Level
  • Sales & Business Development
    People, HR & Administration
  • Houston
  • Quick Apply

AI generated summary

  • You should have post-secondary education in Business or Science, 2+ years in sales management in chemical distribution, and a proven track record of sales growth and meeting objectives.
  • You will drive sales strategy, set targets, motivate the team, oversee performance, collaborate cross-functionally, coach team members, and manage CRM data while ensuring compliance with guidelines.

Requirements

  • Preferably Post-Secondary Education with a focus in Business, Science or equivalent preferred.
  • 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.
  • High school diploma; BSc/BA in office administration or relevant field is preferred

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 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 Product Management.
  • Support 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).

FAQs

What are the primary responsibilities of the Sales Manager?

The Sales Manager is responsible for managing the sales efforts of Account Managers, maximizing sales and profit, guiding team activities, setting targets, and ensuring customer excellence.

What percentage of the role focuses on team management?

Team management accounts for 40% of the Sales Manager's responsibilities.

What qualifications are required for this position?

A post-secondary education in Business, Science, or a related field is preferred, along with a minimum of 2 years of relevant leadership experience in sales within the chemical distribution business.

How does the Sales Manager contribute to pricing strategy?

The Sales Manager acts as a first escalation instance for pricing issues, provides pricing guidance, pushes for pricing excellence, and reviews prices set below the minimum threshold.

What type of training and coaching is provided to the sales team?

The Sales Manager conducts weekly and monthly one-on-one review meetings, regular coaching sessions, quarterly team meetings, and arranges further sales training with external providers.

What does the internal meetings section involve?

Internal meetings involve holding regular one-on-one reviews, coaching sessions, team meetings, and further sales training to refine tactics and boost performance.

How much of the role is dedicated to pricing and systems administration?

Pricing responsibilities account for 10% and systems and administration account for 20% of the Sales Manager's role.

What does the company's offer include for employees?

The company offers individual development programs, paid parental leave, education assistance, an employee assistance program, various healthcare plans, and a 401(k).

Will the company provide equal employment opportunities?

Yes, Brenntag provides equal employment opportunities to all applicants regardless of any status protected by federal, state, or local law.

What is the process if an applicant needs a reasonable accommodation?

Applicants can request a reasonable accommodation for disabilities or limitations by contacting Human Resources at accommodations@brenntag.com.

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Brenntag

Retail & Consumer Goods
Industry
10,001+
Employees

Mission & Purpose

Brenntag is the global market leader in chemicals and ingredients distribution. The company holds a central role in connecting customers and suppliers of the chemical industry. Headquartered in Essen, Germany, Brenntag has more than 17,000 employees worldwide and operates a network of about 700 sites in 78 countries. In 2022, Brenntag generated sales of around 19.4 billion EUR. The two global divisions, Brenntag Essentials and Brenntag Specialties, provide a full-line portfolio of industrial and specialty chemicals and ingredients as well as tailormade application, marketing and supply chain solutions, technical and formulation support, comprehensive regulatory know-how, and digital solutions for a wide range of industries. In the field of sustainability, Brenntag pursues specific goals and is committed to sustainable solutions in its own sector and the industries served. Brenntag shares have been listed at the Frankfurt Stock Exchange since 2010, initially in the MDAX and since September 2021 in the DAX. In addition, the Brenntag SE shares are listed in the DAX 50 ESG and DAX ESG Target.