Key Account Manager

Key Account Manager
Department: Sales / Key Accounts
Reports To: Sector Head

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.

POSITION PURPOSE:
The Territory Manager is responsible for driving business development and key account management within the Building Care Domain. The role will primarily focus on Diversey's Floor Care and Equipment Portfolio. Target customer segments will include large Building Service Contractors, offices, retail spaces, and various infrastructure facilities.

Key Responsibilities:
Account Management:
Develop and manage long-term relationships with key clients in the facility management sector in Bangalore and surrounding regions.
Serve as the primary point of contact for major accounts, addressing client needs, concerns, and providing exceptional service.
Sales & Revenue Growth:
Identify and capitalize on opportunities for upselling, cross-selling, and expanding the range of Diversey products and services within existing accounts.
Develop and implement strategic plans to grow revenue from key accounts and achieve sales targets.
Client Solution Delivery:
Understand client needs and provide customized solutions that meet the unique requirements of each account.
Collaborate with internal teams to ensure the timely delivery of services and products, maintaining high standards of quality.
Market Intelligence:
Stay updated on industry trends, competitors, and customer insights to provide innovative solutions.
Use market data and customer feedback to influence product development and refine sales strategies.
Reporting & Forecasting:
Maintain accurate records of all account activities in CRM systems.
Prepare and present regular reports on sales performance, revenue projections, and customer satisfaction levels.
Collaboration with Internal Teams:
Work closely with the operations, product, and customer service teams to ensure smooth project execution and customer satisfaction.
Participate in training programs to stay current with Diversey products, services, and sales techniques.
Negotiation & Contract Management:
Lead negotiations for new contracts and renewals, ensuring favorable terms for both Diversey and the client.
Handle contract agreements, service level agreements (SLAs), and other legal documentation.

Qualifications & Skills:
Education:
Bachelor's degree in Business Administration, Sales, Marketing, or related field (MBA preferred).
Experience:
8+ years of experience in account management, sales, or business development with Cleaning Chemical/ Equipment or related industry.
Proven track record of managing and growing large, complex client accounts.
Experience in selling cleaning, hygiene, or facility management services/products is preferred.
Skills & Competencies:
Strong negotiation and presentation skills.
Excellent relationship-building and interpersonal skills.
Ability to understand customer needs and deliver tailored solutions.
Analytical thinking and ability to interpret data for decision-making.
Proficiency in CRM systems and MS Office.
Strong organizational and time management skills.
Key Attributes:
Proactive and self-motivated.
Strong client-focused mindset with the ability to manage multiple stakeholders.
Excellent communication skills, both written and verbal.
Ability to work in a fast-paced, target-driven environment.

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