Job description

A Place Where People Matter. Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you. 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, customer‑centric experience alongside field‑based sellers. WHAT YOU'LL DO: Portfolio Growth & Customer Engagement • 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 cross‑sell 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 follow‑through. Virtual Account Coverage • 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. Cross-Functional Collaboration & Business Operations • 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. Market Insight & Commercial Operations • 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. WHAT YOU'LL NEED: • 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 WHAT YOU'LL NEED: – Desired • Bachelor’s Degree in Business, Sciences, or Sales Degree preferred • Excellent computer skills including Microsoft Suite as well as CRM platforms such as Salesforce.com • 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 Impact and Complexity • Key Competencies • Customer‑centric mindset • Portfolio and solution selling • Collaboration and influence • Analytical and opportunity‑focused thinking • Self‑motivation and execution discipline Key Stakeholders: • I&S LOB VP/Director • I&S Director/Sr Dir of Sales • I&S Sr Dir, Virtual Accounts • Focus on growth for specific LOB Success Measure • Increased product penetration and mix across assigned customer accounts • Incremental revenue and gross margin growth tied to portfolio expansion • Quality and consistency of customer engagement and opportunity conversion • Effective collaboration and alignment with Field Sales and Product Management Physical Demands/Environmental Conditions/Other Requirements: • This position is primarily sedentary and performed in a remote or office‑based environment. • Requires the ability to sit for extended periods of time while working at a computer and engaging in phone or video‑based customer interactions. • Regular use of computer, keyboard, mouse, headset, and telephone is required. • Ability to communicate clearly and effectively via phone, video conference, and written correspondence. • May require occasional travel (typically less than 10–15%) for team meetings, training, or customer engagements, as business needs dictate. • Minimal lifting may be required, generally no more than 10 pounds (e.g., laptop, materials). Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet! We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing . Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe! We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry. Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at careers@univarsolutions.com . Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.

Requirements

Must-haves

A Place Where People Matter.
Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you.
Reports To: Sr Director, Virtual Accounts
Portfolio Growth & Customer Engagement
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 cross‑sell 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 follow‑through.
Virtual Account Coverage
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.
Cross-Functional Collaboration & Business Operations
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.
Market Insight & Commercial Operations
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

Nice-to-haves

Bachelor’s Degree in Business, Sciences, or Sales Degree preferred

Application prep

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Platform: successfactors
Effort: medium

Benefits

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