Territory Manager

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 Title
Territory Manager

Department
Healthcare

Reports To
District Manager/Zonal Manager

Position Purpose
Territory Manager will be primarily responsible for meeting Key opinion leaders in a hospitals (Microbiologists, Infection Control team, Operation Heads) and demonstrating value proposition of the company.

Responsibilities

• Achieving monthly and annual sales target for an assigned Territory.
• Managing and developing distributor network.
• Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.
• Take the lead initiative in developing a first class rapport with identified key customers/customer groups in the assigned territory.
• Gain business at targeted new accounts within pricing/margin guidelines.
• Continually evaluate key competitor activities, analyse effectiveness and prepare defensive strategic ploys.
• Develop business relationship with key decision makers to further our business interests.
• Implement with the team customer training & education training programs

Sales Reporting

• Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness.
• Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.

• Provide a monthly update to direct manager on the following:

• Tracking against KPI's

• Plans for coming month/quarter
• Performance against previous plans

Internal Stakeholder Management

• Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Healthcare strategy through matrix reporting structure.
• Work closely with Application Specialists to identify and develop relevant value propositions for customers.

Other And/or Site

• Ensure compliance to company policy including business ethics policy, Employee Health and Safety policy and guidelines, car policy, travel and expense policy, mobile phone policy etc.

Knowledge/Experience/Person Profile

• Demonstrated Healthcare Sales Management experience.
• Demonstrated proven ability to build and nurture customer relationships
• Hygiene/sanitation experience.
• Computer literacy in Word, PowerPoint, Excel etc.
• Experience using CRM systems, such as Salesforce
• Able to demonstrate self-management skills
• Excellent time management skills

EDUCATION/TRAINING

• BSc, MSc- Healthcare Management
• MBA - Healthcare Management

Core Competencies Required For The Role
Account Penetration and Customer Base Expansion
Continuously networks throughout an existing customer's organization to identify opportunities for expanding product usage, regularly audits customer requirements to uncover opportunities to expand the business. Expands relationship across different levels within customer's organization, including users of the products, influencers and key decision makers.

Provides service by empathizing with customer concerns
Demonstrate a sincere desire to provide high quality service and to meet commitments made. Seek service solutions to resolve customer problems with ease and minimal disruption to their business. Maintains a positive mental attitude and uses enthusiasm and builds long term relationships which foster repeat business.

Competitiveness
Has the ability to successfully channel a competitive spirit into winning business tactics, thrives when challenged to succeed, and avoids backing away in the face of obstacles and customer objections.

Practical Intelligence
Absorbs new information quickly, is keen to learn more about the products and applications, understands the customer's organizational dynamics and business situation and adapts approach accordingly.

Operational Skills
Can work and train hands on with customer's personnel on Disinfection, moblisations, floor care maintenance, and floor care machines and general cleaning.

Flexible working hours
Due to the nature of our customers, occasional work after hours (night, weekend or Public holidays); might be required. This can be mobilization, training or site surveys.

Negotiation and Persuasion
Can negotiate with customers and with internal contacts to solve issues and implement business plans. Understands customers business, challenges and opportunities and is able to match what the company has to offer in an effective manner. Presents company products and credentials with confidence and credibility.