Position Overview:
Responsible for managing a portfolio of customers, improving and developing existing customer relationships as well as identifying and actively seeking new product and sales growth opportunities across the Food and Beverage sector with a key focus on Health and Wellness inc Sports Nutrition, Functional Foods and associated categories, primarily across the VIC/SA/WA regions.
Key Responsibilities / Accountabilities:
Manage existing customers and develop new customer relationships
Manage existing and establish 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 Principals 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
Proficient use of Salesforce - 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 Principals’ request)
Maintain, create, monitor, and update customer opportunities and potentials in Salesforce ensuring effective cross- selling strategies are applied, growing business and partnerships with our valued customers
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 Commercial/Business/Product Managers, 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 Commercial Excellence Team
Increase product knowledge by undertaking regular reviews of product data to understand the technical merits of the products handled by Brenntag as well as participating in product knowledge initiatives
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
Compliance:
QSHE:
Maintain thorough knowledge of the Company’s Integrated Management Systems and comply with all policies and procedures of the systems
Maintain sound knowledge of relevant requirements and regulations
Adhere to the Company’s “Safety First” culture ensuring the highest safety standards are always maintained and that respect and collaboration with colleagues is imbedded in all daily work activities
Chain of Responsibility (COR):
Be aware of, understand and comply with Brenntag’s Chain of Responsibility Policy and Guidelines
Responsible Care:
Be aware of the Company's responsibility under the "Responsible Care" initiative and always uphold the conditions of such membership
Product Stewardship:
Ensure products handled by the Company are only promoted for the purpose specified in writing by the Producer and make no claims or statements, which can be used against the Company
Ensure correct storage of goods and services under the Product Stewardship specifications
Competencies / Personal Attributes:
Must have a “best practice” customer centric attitude
Excellent verbal and written communication skills
Excellent analytical skills, with the ability to identify trends
Interpersonal awareness with a proven ability to develop relationships via digital platforms (e.g. phone, video messaging, e-mail)
Ability to manage complexity and change in a dynamic environment
Ability to communicate and work collaboratively with internal/external stakeholders
Meticulous attention to detail
Ability to work unsupervised, flexibly and under pressure to meet tight deadlines
Demonstrated ability to proactively problem solve, be collaborative and follow through on allocated tasks to successful completion
Enthusiastic and highly motivated
Excellent planning and time management skills
Excellent IT Skills including intermediate to advanced Excel
Qualifications / Experience:
An established customer network with developed relationships across the VIC/SA/WA regions.
B2B sales experience in a Food Ingredients or related sales role
Proven track record of commercial sales with knowledge of account management
Experience in specialty ingredients centred around Taste and Blended Solutions preferred.
A strong interest in food and nutrition ingredients with the ability to demonstrate and communicate the value proposition of Food & Nutrition products
