Account Manager (Pharma)

• 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.,
• 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 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

• 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

• 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

• 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)

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