Internal Account Manager (Permanent)

Internal Account Manager
Manchester
£21,000 - £23,000 + Commission OTE £8K + Benefits
Permanent

Job Summary:
The Internal Account Manager is responsible for remotely managing the overall sales efforts in her/his assigned industry for bronze customers in order to maximize sales and profit. S/he utilizes frequent phone/ e-mail/video conferencing contact in a consultative sales approach to ensure the satisfaction of customer needs. S/he identifies selling opportunities and assertively acts upon the opportunities that offer maximum potential and/or gross profit - both with existing customers through cross- and range-selling as well as with new leads. S/he upholds the company's core values and focuses on customer excellence in all regards and every day.

Customer Business Development
Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction (also through digital channels)
Identify customer potentials i.e. opportunities for range- and cross-selling to existing customers and engage relevant stakeholders
Identify high potential accounts and set strategies for converting bronze- into gold & silver customers (sales plan); align with Sales Manager/Business Manager C&C
Prepare for customer interactions using all available tools and reports, coordinate, negotiate and close proposals via e-mail and telephone (bronze customers; Gold/ Silver customers in exception only)
If needed and appropriate, visit customer site to certify use of controlled products
Manage spot business/ rush offers
Liaise with relevant stakeholders to create the best solution for the customer in a timely manner and extract maximum value (e.g., Sales Management/ Industry Marketing Management)
Act as only point of contact to assigned customers in commercial matters
Conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand
New customer generation
Spot opportunities for launching sales projects in cooperation with other departments like Industry Marketing Management and suppliers
Identify (e.g., via market studies, internet research) and prioritize prospective customers, align with Sales Manager
Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline (e.g., EAMs for customer visits of high potentials)
Proactive and systematic campaigning for lead generation
Liaise with Essentials sales staff on customers with new Solutions business opportunities
Sales & General Admin
Set and maximize prices considering value based pricing and customer segmentation within guidelines provided by Product Management/ Industry Marketing Management

Ensure appropriate data administration and documentation of all business cases in the local CRM system (e.g., post processing of interactions, creation of customer projects)
Update and maintain customer opportunity pipelines and potentials in the CRM system
Complete sales and revenue-related reporting
Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Function
Provide regular forecasts of product demand from customers to Industry Marketing Mgmt. to optimize projected demand requirements
Know-How Management
Maintain an up-to-date level of product, technical, and application knowledge, e.g., via training
Keep up to date with changes and updates in the product portfolio and in the market
Keep up to date on feedstock and upstream developments that impact product price movements
Education & Experience
Preferably Post-Secondary Education with a focus in Business, Science or equivalent (no must have)
Experience in the chemical distribution business, preferably in a sales capacity (1-3 years)
Product, technical and market knowledge of respective Industry/ Application
Critical Capabilities
Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems
Superior communication and negotiation skills
Strong commercial understanding
High self-management capabilities
Customer-centric mindset, focusing on creating a positive experience for the customer
Basic level of strategic thinking (business development, opportunities)

Randstad Business Support acts as an employment business when supplying temporary staff and as an employment agency when introducing candidates for permanent employment with a client. Randstad Business Support is an equal opportunities employer and decisions are made on merits alone.