Retail Business Development Manager

Solenis is a leading global producer of specialty chemicals focused on delivering sustainable solutions for water-intensive industries, including consumer, industrial, institutional, food and beverage, and pool and spa water markets. Owned by Platinum Equity, the company’s product portfolio includes a broad array of water treatment chemistries, process aids, functional additives, and cleaners and disinfectants, as well as state-of-the-art monitoring and control systems. These technologies are used by customers to improve operational efficiencies, enhance product quality, protect plant assets, minimize environmental impact, and create cleaner and safer environments.  

Headquartered in Wilmington, Delaware, the company has 69 manufacturing facilities strategically located around the globe and employs a team of over 16,100 professionals in 130 countries across six continents. Solenis is a 2024 US Best Managed Company, recognized fouryears in a row. For more information about Solenis, please visit www.solenis.com. 

PURPOSE OF THE ROLE

The Retail Business Development Manager (BDM) is responsible for driving growth and profitability by leveraging a developed account funnel and Diversey’s sector-specific value propositions. This role leads the end-to-end sales process, using consultative sales techniques to convert strategic opportunities into long-term partnerships, ensuring mutual value for both Diversey and its customers. Key to this role is a background in food sanitation chemistry, food safety programs, and ideally having experience in the retail food and grocery sectors.

The BDM will engage with food safety leaders, procurement contacts, and operational leaders within customer organizations, fostering strong relationships and identifying solutions that align with their business needs. In addition to acquiring new accounts, the role is also focused on enhancing the profitability and performance of existing food service partnerships and expanding the presence of the Diversey brand across the industry.

KEY RESPONSIBILITIES

1. Develop Customer Growth Plans

• Create comprehensive business plans that identify customer opportunities and outline strategies for profitable sales growth across targeted accounts.
• These plans serve as the foundation for customer development, incorporating relationship management and site-specific strategies.
• Effectively present and communicate Diversey’s value propositions to senior customer stakeholders.

2. New Business Development

• Lead the identification and pursuit of new business opportunities, including account analysis and development of new account P&L models to support end-to-end customer acquisition.
• Represent Diversey at industry trade events to enhance brand visibility and network with potential clients.
• Develop and deliver tailored value propositions to key national prospects using consultative selling techniques to secure profitable new business.
• Navigate complex sales cycles, financial modeling, and contract negotiations.
• Maintain a broad network of industry contacts to promote Diversey’s brand and drive growth.

3. Preserve and Grow Existing Business

• Partner with Retail Account Leaders and internal support teams to ensure delivery of value and profitability across existing accounts.
• Foster strong customer engagement at all organizational levels to understand evolving needs and reinforce the value Diversey provides.

4. Collaborate Across Global and Regional Teams

• Work closely with Diversey’s global and regional sector leadership and sales teams to ensure consistent and effective delivery of value propositions.
• Support customers with value-added services including food safety auditing, training, service, technical support, and supply chain coordination.

REQUIRED QUALIFICIATIONS

• Bachelor’s degree and 5+ years of consultative sales experience
• Ability to travel 50% or more in the US and Canada
• Proven Business Development experience acquiring complex customers & delivering results
• Strategic thinking and ability to translate plans into actions
• Chemical sales and/or food safety services experience pre