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 is responsible for the rollout and ensure consistent implementation of best practices, tools, and KPI’s, for the commercial functions across South Asia & Southeast Asia. This includes driving a consistent sales process across the businesses of Solenis. This will be achieved with the use of SFDC for sales process, opportunity pipeline management, customer value documentation (Value Advantage), customer business review documentation, and voice of customer surveys. It will also include consistent use of the pricing system, Price Fx,, productivity improvements across the businesses, as well as commercial training and use of TREK.
The key for successfully implementing the processes will be achieved by being convincing, highlighting, and bringing the value across to the teams. It requires someone to fully own implementation, not just to provide the tools and processes to the businesses. Success will result in a single sales team across Solenis, which drives consistent KPI’s, speaks the same language, and delivers a consistent Solenis experience across the customer base.
SPECIFIC RESPONSIBILITIES
Accountable for developing and building a consistent set of KPI’s to measure commercial excellence across the businesses in Eurasia. The tools and KPI’s involved are the following:
SFDC:
Opportunity Pipeline Management & KPI’s
Value Advantage Documentation, including Sustainability impact
Customer Business Reviews documentation
Voice of Customer, survey schedule and completion
Customer Documentation – a consistent approach and use of the SFDC tool across the company
Pricing: strategy, metrics (target, threshold, floor) implemented and KPI’s measured with the Pricing team, consistently across the businesses
Productivity improvements
TREK technical and commercial Training
Including selling skills training and sales manager training (coaching)
Commercial organizational structure, span of control (AM, DM, RSD, etc.)
Sales Incentive Plans – consistent target setting, implementation, etc.
Innova KPI’s – consistent definitions (NTW, NPI), target setting
General sales contract alignment and consistency
Top Account Audit Program: periodic audit of top accounts to ensure best practices are in place with the customer regarding Safety, technology, account documentation, value / sustainability documentation, business reviews, etc.
The candidate will work with commercial leaders (champions or power users) in each business, to develop the implementation plan and timeline, as well as KPI’s and performance scorecards, to be used by commercial team leaders going forward.
Key Contacts: business leaders, senior commercial managers, pricing team, TREK leaders.
BUSINESS PARTNER/INFLUENCING
Build strong relationships with business and commercial leaders across SA & SEA, and partner with them to drive excellence in commercial execution and ensure the successful roll out of global initiatives
Work as the commercial excellence partner with the commercial champions in each business
Coach sales professionals and managers on the tools, use of the KPI’s, and continuous improvement of sales teams
Make regular report outs with leadership teams in the region regarding sales excellence and scorecard progress in the region
Collaborate with senior business leaders to design and implement sales excellence tools and KPI’s to be implemented consistently across Solenis
Work with Commercial and Sales Excellence professionals in the EM to ensure alignment and consistency, globally
TALENT MANAGEMENT / ASSESSMENT
Lead strategic projects across the enterprise to implement and manage resources for program rollouts and follow up with KPI measurement
Organizational Development and Improvement initiatives
Performance Management including assessments
MINIMUM EDUCATION/SKILLS
Bachelor’s Degree required; MBA in business discipline preferred
10+ years of commercial / sales experience in organizations recognized for commercial performance
Strong business and commercial acumen is necessary and should include a strong collaborative leadership style
KEY COMPETENCIES REQUIRED
Ability to address issues with a global and customer-centric mindset
Action-oriented individual with strong levels of perseverance; works toward both individual and team goals. Demonstrates personal initiative and the ability to be involved at various levels and willingness to “roll up sleeves” to drive results and outcomes
Continuous learner showing a desire to solve complex problems and provides innovative, value-added solutions
Strong strategic thinking and problem-solving skills. Ability to take vague concepts and translate into a specific course of action. Manages ideas and makes decisions through critical thinking and problem-solving capabilities.
Superior organization/project management skills. Demonstrated ability to manage multiple assignments/projects, timelines and to identify project interdependencies, resource needs, potential risks/pitfalls and mitigation plans. Recognized as an integrator and solution provider
Exceptional verbal and written communication skills. Demonstrated experience in preparing and delivering presentations that convey key concepts and outline recommendations to all levels of management. Ability to explain technical and complex concepts in a simple and concise way to ensure ease of understanding
Highly collaborative workstyle; with an ability to see the “big picture” and influence others across businesses, functions, geographies and levels
