Senior Key Account Manager (Remote)

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. 

POSITION SUMMARY:The Sr. Key Account Manager’s primary responsibility is to sell, grow and develop business within the Key Distributors Accounts by utilizing customer value propositions to realize significant profitable value for the company while ensuring strong customer value and partnership. This individual will be responsible for driving existing and new sales in partnership with the distributors and their sellers. The Sr. Key Account Manager must comfortably interface with key decision makers within the customer accounts as well as customer operational management and enjoy building new customer relationships. This role will also be responsible for increasing the overall profitability of the current distributor’s business.

KEY RESPONSIBILITIES:

Develop Customer Growth Plan:

• Create and execute a detailed business plan identifying customer opportunities and profitable sales growth plans for assigned customers and identified prospective accounts.
• These detailed plans provide the framework for customer retention, growth, and competitive threat mitigation.
• They encompass Customer Management relations as well as site-specific locations.
• Must be able to present & communicate the growth strategy to both customer and Diversey senior management

New Business Development:

• Presents appropriate Diversey Value Propositions to DSRs and end-user prospects to secure new, profitable business.
• Will work through selling cycles and negotiations.

Preserve & Grow Existing Business:

• Must drive engagement with Diversey sellers and the customer at all levels to ensure all new & existing needs are understood and all key stakeholders recognize the value delivered.

Account Management:

• Provide management of daily activities and priorities & manage KPIs to meet the needs of customer expectations regarding service and sales support.
• Provide customer training and support.
• Contribute to and actively manage Sales funnel - reporting of activity, with sales budgeting, forecasting, and expenses.

Collaborate with Global and Regional Sector colleagues:

• Collaborate with Diversey Sales leadership to deliver effective & consistent communications and expectations setting regarding the distributor’s needs, performance, etc.

REQUIRED QUALIFICATIONS:

• Bachelor's Degree or equivalent
• Valid Driver’s License
• 10+ years of experience in Sanitary Supply/Paper/Industrial Market
• 3+ years of experience selling to end user customers
• 3+ years of experience leading US Distributors
• Proven Business Development experience acquiring & complex customers & delivering results
• Strategic thinking and ability to translate plans into actions
• Demonstrated ability to negotiate at the national level of organizations, along with the ability to sell at the operational level.
• Experience with strategic business planning
• Demonstrated ability to work with teammates, both direct & indirect teams
• Excellent presentation skills – demonstrated confidence and comfort level in presenting to all levels of both the customer’s and Diversey’s leadership teams
• Industry and sector