Product Portfolio Account Manager

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Reports To:

Sr Director, Virtual Accounts

Primary

Purpose:

The Product Portfolio Account Manager is responsible for maintaining and growing specific products across the current customer portfolio as assigned. Position will require candidates to establish a relationship with new and existing customers, identify customers' current needs related to the portfolio and present Univar's value proposition. The position requires a large amount of internal collaboration with various teams. This role focuses on cross selling and portfolio expansion within an established customer base, partnering closely with Field Sales, Product Management, and Commercial Operations to unlock incremental growth.

Weekly meetings with key stakeholders to collaborate on market intel, stocking and current price conditions. The position requires self-motivation and drive, knowledge of Univar Solutions service, strong persuasion and negotiation skills, financial acumen and resource management and the ability to move at a fast pace. Operating as part of the Virtual Account Management team, the Product Portfolio Account Manager uses a proactive, insight driven sales approach to identify unmet customer needs, position value added specialty chemical solutions, and drive profitable growth-while ensuring a coordinated, customercentric experience alongside field based sellers.

• Successfully maintain and grow business within the assigned customer and product portfolio.
• Proactively engage assigned existing customers to identify opportunities to introduce products not currently purchased.
• Analyze customer buying patterns, applications, and industry needs to uncover crosssell and portfolio expansion opportunities.
• Present tailored product solutions and value propositions aligned to customer technical and commercial requirements.
• Drive incremental revenue and margin growth through disciplined opportunity management and followthrough.

• Serve as a dedicated product and portfolio selling resource within the Virtual Account Management model.
• Manage a high volume book of business using phone, video, and digital engagement tools.
• Prioritize opportunities based on commercial impact, customer readiness, and portfolio strategy.

• Collaborate with Product Management, Sales, and Sales Management.
• Partner closely with Field Sales to ensure aligned account strategies, clear role clarity, and coordinated customer outreach.
• Collaborate with Product Management to understand product positioning, target applications, pricing strategy, and supplier priorities.
• Share customer insights, competitive intelligence, and market feedback to inform portfolio and pricing decisions.

• Timely and accurate system reporting following Commercial Operations requirements and strategy.
• Support pricing execution, sample requests, and coordination of internal resources as needed.
• Adhere to commercial policies, safety standards, and compliance requirements.

• 2+ years of sales experience
• Bachelor's Degree required
• Demonstrated ability to sell multiple products or solutions across a customer portfolio
• Strong financial, market, and commercial acumen
• Strong interpersonal and communication skills and the ability to develop strong, successful business relationships with customers as well as internal teammates.
• Ability to manage time and resources effectively to achieve goals.
• Well-honed listening skills and a problem-solving attitude to uncover needs and motivations to overcome objections in order to guide customer through Univar

• Bachelor's Degree in Business, Sciences, or Sales Degree preferred
• Excellent computer skills including Microsoft Suite as well as CRM platforms such as
• Experience working in matrixed, cross functional environments
• Experience guiding or influencing sales execution teams without direct reporting authority
• Industry experience in specific line of business or specialty distribution environments

• Customercentric mindset
• Portfolio and solution selling
• Collaboration and influence
• Analytical and opportunity focused thinking
• Self-motivation and execution discipline

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