Sr. Sales Account Manager

Univar Solutions is a global distributor of chemicals and ingredients essential to safety, health, and wellbeing. The Sr. Sales Account Manager builds profitable sales within an assigned territory through existing-account growth, new business development, and strategic account management. The role develops commercial, pricing, and service strategies while cultivating customer relationships and driving revenue, margin expansion, and market share.

Responsibilities:

• Enhance Univar USA's position within assigned accounts using consultative and in-depth selling at all levels within the customer organization
• Develop and execute account and territory commercial strategies to drive profitable growth, expand market share, and cultivate new business opportunities
• Plan territory and account strategies; manage resources effectively and provide input into broader sales and growth initiatives
• Prospect for new business; conduct sales calls and actively grow assigned territory while maintaining accurate pipeline and activity documentation in Salesforce
• Develop pricing and service strategies, negotiate commercial agreements, and coordinate customer quotations to maximize profitability and customer retention
• Identify, cultivate, and convert growth opportunities within existing and prospective accounts through strategic account planning and market insight
• Provide professional input on complex assignments and projects and provide direction to more junior professionals
• Coordinate with Local Sales, Purchasing, Operations, and other cross-functional stakeholders to ensure customer satisfaction and business execution
• Additional duties in support of the Commercial Team as needed
• Responsible for achieving sales, growth, and margin objectives within assigned accounts and territory
• Influences pricing strategy, contract negotiations, and commercial decisions that impact profitability and market share

Requirements:

• Deep understanding of business, financials, products/services, the market, and the needs/challenges of assigned accounts
• Demonstrated ability to develop and execute commercial strategies that drive revenue growth, margin expansion, and market penetration
• Experience establishing pricing strategies, negotiating commercial agreements, and managing profitability across customer portfolios
• Strong strategic account planning skills with the ability to identify, cultivate, and convert growth opportunities
• Strong interpersonal and communication skills and the ability to develop successful business relationships with customers and internal stakeholders
• Excellent computer skills including MS Outlook, Word, PowerPoint, and CRM platforms such as Salesforce.com
• Ability to manage time and resources effectively to achieve business objectives
• Strong business acumen, including understanding the relationship between manufacturers, distributors, and end-users of chemical products and services
• Effective negotiation skills that enable value-based selling and profitable business outcomes
• Understanding of value-based selling, margin management, and commercial decision-making within the chemical distribution industry