Business : Industrial Solutions
Job Title : Associate Sales Manager, Industrial Solutions
Reports to : Regional Sales Manager, Industrial Solutions
ABOUT SOLENIS
Solenis is a leading global producer of specialty chemicals focused on partnering with water-intensive operations to solve complex water treatment, process improvement and hygiene challenges with advanced chemical and equipment solutions for consumer, industrial, institutional, food & beverage, and recreational pool and spa water markets.
The product portfolio of Solenis 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, USA, 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 has been recognized as a Best Managed Company for 4 consecutive years and was named as 2024 Best Managed Company Gold Standard Winner.
THE ROLE:
The Associate Sales Manager, Industrial Solutions business position is a front line sales and service role responsible for:
(i) Delivering volume growth for the Industrial Solutions business through new customer acquisitions (either direct or through channel partners) and cross selling innovations and new applications to existing customers.
(ii) Servicing the existing customers to deliver best in class performance and total cost of operations (TCO)
ROLE DETAILS
· Full-time position
· Individual contributor
· Geographic base : respective regional HQ
· The role involves extensive travel : on an average 2 weeks a month
KEY ACCOUNTABILITIES & RESPONSIBILITIES
1. To deliver top line revenue growth as per Annual Operating Plan in the assigned geography:
a. Volume growth through new customer acquisitions
b. Increase share of wallet through cross selling new applications to existing accounts
c. Support the strategic initiatives of the business through promotion of innovations and penetration into new customer segments
d. Promote the full range of products and applications to all customers
e. Capture all new growth opportunities in Salesforce and update on a weekly basis
f. Conduct trials at customer sites, enlist the support of application specialists as needed
2. To retain and grow existing customer accounts
a. Service excellence: deliver performance and TCO as promised to the customer
b. Capture the value delivered through Value Advantage process
c. Build multi-level relationship at all customer accounts
d. Implement price increase plans
e. To provide first level technical problem solving support at customer sites
3. To focus on AR collections on time and accurate sales forecasting
4. To manage distributor network:
a. Grow sales with existing distributors
b. Improve market coverage through appointment of new distributors: new geographies, new segments
c. Track secondary sales
d. Focus on measurement of ROI generated for distributors
5. To track market trends and competitor moves
6. To collaborate with the Industrial Solutions business leadership and enabling functions (supply chain, HR, finance, R&D, procurement, etc.) as per business needs
7. To focus on continual self-development and growth: keep abreast of latest market trends and innovations; actively utilise the 100 hours learning opportunity offered by the company
8. To ensure integrity in all activities and support an ethical work culture across the team and company.
EDUCATION, EXPERIENCE, KEY ATTRIBUTES:
Education/Experience:
· A technical (engineering/ science) background is essential
· 7-10 years of field sales and service experience in Industrial Water Treatment segment: with a strong understanding of the different water treatment applications (Boiler, cooling tower, RO/membranes, wastewater treatment, etc)
Key Attributes:
· A positive attitude towards new challenges
· Must be willing to learn, and stretch and strive to deliver outstanding performance
· Must be ambitious and a great team player
