Manage existing customers and develop new customer relationships
Manage existing and develop 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 Suppliers as required
Liaise with relevant internal stakeholders to determine the best solution for the customer and extracting maximum value (e.g.,
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 suppliers’ 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 Industry Market Management Department, 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 business unit management
Increase product knowledge by exchanging with Pharma Services Department on the functionalities, applications and benefits in pharmaceutical and nutraceutical formulations
Report on market and competitor information e.g., pricing, key customer strategies, trends, key personnel movements, and new product opportunities etc.
Ensure all business activities are conducted according to the work instructions specified in the Integrated Management Systems
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
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
Review Job7’s and follow through to action improvements, addressing areas of sub-optimal performance
General
Consistently demonstrate Brenntag values and expected behaviours through exemplary standard setting
Actively participate in the annual Performance, Planning & Review (PPM) process, 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
Qualifications
Tertiary qualified in science, chemistry, or related discipline
10+ years’ of B2B sales experience in a Pharmal/Nutraceutical related sales role
Proven track record of commercial sales with knowledge of account management
Experience in distribution, chemical or similar industry desirable but not essential
Technically sound in pharmaceutical/nutraceutical/personal care discipline with the ability to demonstrate and communicate the value proposition of Pharma/Nutra/Personal Care products
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)
