Senior Technical Account Manager (Food &… at Brenntag · Melbourne

Senior Technical Account Manager (Food & Nutrition) Location: Melbourne,Australia Position Overview The Sports Nutrition, Weight & Wellness Specialist is responsible for managing and growing a portfolio of customers while strengthening existing customer relationships across Australia and New Zealand. This role works closely with internal teams and supplier principals to deliver value-added ingredient solutions and identify new business opportunities within sports nutrition, weight management, functional foods, and wellness applications. The position combines technical formulation expertise with commercial account management, supporting customers through ingredient selection, formulation guidance, application support, and solution-based selling. Key Responsibilities Account Management & Business Growth Manage and grow existing customer accounts while developing new business opportunities Identify and develop new product and market opportunities to drive business growth and market share Achieve sales targets through proactive customer engagement using face-to-face, digital, and hybrid communication channels Increase GP and portfolio penetration through cross-selling, range-selling, and value-based pricing strategies Identify high-potential accounts and develop strategies to convert prospects into long-term partnerships Build relationships with brand owners, manufacturers, category buyers, and NPD formulators Conduct joint customer visits with managers and supplier principals to provide combined technical and commercial support Technical & Formulation Support Act as a technical specialist, providing formulation and application guidance across: Specialty powder blends Functional beverages Nutrition and functional bars Ready meals, snacks, and related formats Support customers in selecting suitable ingredient solutions aligned to their product requirements Translate ingredient functionality into clear customer benefits relating to performance, health, sensory, and processing outcomes Maintain and strengthen product and application knowledge across food and nutrition ingredients Sales Process & Internal Collaboration Generate new leads and improve conversion rates through structured sales processes and proactive pipeline management Utilise call planning, forecasting, lead qualification, and sales reporting to achieve business targets Work closely with Sales, Product Management, Customer Service, and Supply Chain teams to deliver optimal customer solutions Prepare accurate pricing, quotations, and product costings Manage contracts, pricing agreements, renewals, negotiations, and implementations Maintain accurate CRM data and reporting within Salesforce, including customer opportunities, pipeline activity, and forecasting Monitor customer demand and coordinate with internal stakeholders to ensure supply continuity and service excellence Monitor debtor status and support timely collection activities where required Conduct market studies and identify new product opportunities in collaboration with Commercial, Business, and Product Managers Report market intelligence, competitor activity, pricing trends, customer developments, and new opportunities Customer Experience & Continuous Improvement Drive customer service excellence and maintain a strong customer-centric culture Support commercial and operational excellence initiatives Identify and implement process improvements to enhance efficiency and customer experience Manage and report non-conformances while supporting continuous improvement initiatives Review operational issues and implement corrective actions where required Compliance & Safety Comply with all company policies, procedures, and Integrated Management Systems Maintain awareness of relevant industry regulations and compliance requirements Uphold Brenntag’s “Safety First” culture and contribute to a collaborative working environment Adhere to Chain of Responsibility (COR), Responsible Care, and Product Stewardship requirements Ensure products are promoted and handled according to approved specifications and guidelines Competencies & Personal Attributes Strong customer-centric mindset with a positive, solution-oriented approach Ability to confidently engage customers on technical formulation and application discussions Strong commercial acumen and relationship-building capability Excellent verbal and written communication skills Strong analytical and problem-solving skills Ability to work collaboratively with internal and external stakeholders Highly organised with strong planning and time management skills Ability to work independently and manage multiple priorities in a dynamic environment Proficient IT skills including intermediate to advanced Excel Qualifications & Experience Tertiary qualification in Food Science, Nutrition, Chemistry, or a related discipline 10+ years of B2B sales experience within food ingredients, nutrition, or related industries Proven track record in commercial sales and account management Strong technical understanding of food and nutrition ingredients Experience within distribution, specialty ingredients, or chemical industries is advantageous Ability to effectively communicate the value proposition of food and nutrition ingredient solutions Brenntag TA Team