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Sales Director

1 month ago

St Louis, Missouri, United States Brenntag Full time

Job Title: Sales Manager CASE

Job Summary:

The Sales Manager is responsible for leading the sales efforts of Account Managers in their assigned territory or industry to maximize sales and profit. They manage the Account Managers' activities and resulting sales/pricing performance, ensuring they continually develop and achieve high performance and Commercial Excellence. The Sales Manager guides the individual Account Managers on identifying, prioritizing, and converting new opportunities, both with existing customers through cross- and range-selling and with new leads. They uphold Brenntag's core values and focus on customer excellence in all aspects and every day.

Key Responsibilities:

Team Management (40%):

  • Effectively communicate the sales strategy, related tactics, and expectations for the assigned territory or industry.
  • Pre-define and communicate service levels, payment terms, and guardrails (customer segmentation, ComEx).
  • Establish Gross-Profit targets and set team and individual targets/KPIs.
  • Motivate the sales team to achieve Regional targets and KPIs (quantitative and qualitative).
  • Ensure all Account Managers create, maintain, and present a robust sales plan, including mid-term objectives/action-plans for priority customers.
  • Guide the team to focus sales activities on the right customers (e.g., utilizing CRM classifications).
  • Help the team 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 to deliver increased product baskets and solutions for customers.
  • Take responsibility for dealing with under-performers; interview and recruit new sales team members.
  • Push people development, including training and coaching.
  • Conduct deployment/staff planning, considering vacation/sick leave and temporary replacements.
  • Ensure all commercial activities within their area of responsibility are conducted in line with Brenntag's codes, guidelines, and local and international legislation.

Strategy and Future Direction (10%):

  • 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, considering 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.

Internal Meetings for Training and Coaching (20%):

  • Hold weekly and monthly one-on-one review meetings with each Account Manager 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.
  • Hold regular 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) to continually develop the Account Managers.

Pricing (10%):

  • Act as a first escalation instance.
  • Provide pricing guidance regarding price differentiation.
  • PUSH Account Managers on pricing excellence (e.g., margin management).
  • Review prices set below the minimum threshold.

Systems and Admin (20%):

  • Ensure appropriate data administration and documentation of all customer interactions and business cases in the local CRM system.
  • 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).
  • Complete sales and revenue-related reporting and develop respective actions.
  • Proactively manage and push EAMs/IAMs into the digital transformation in sales (Brenntag Connect).

Requirements:

Education and Experience:

  • 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 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.

Our Offer:

We aim to create an environment where the best people want to work, where they can turn their passion into their job and realize their full potential.

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 as well as 401(k)