POSITION TITLE: Territory Manager
BUSINESS: Building Care Domain
REPORTS TO: Zonal 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 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.
RESPONSIBILITIES:
Sales Growth and Target Achievement:
Drive sales growth and meet sales targets through new account research, acquisition planning, and leveraging sector expertise and market intelligence.
Key Account Development:
Take the lead in building strong, long-term relationships with key accounts in the assigned territory.
New Business Acquisition:
Secure new business with targeted accounts while adhering to pricing and margin guidelines.
Competitor Analysis and Strategy:
Continuously assess competitor activities and their effectiveness, preparing strategic responses to protect and grow market share.
Relationship Building:
Develop and nurture relationships with key decision-makers to further business interests and unlock opportunities.
Customer Training and Education:
Collaborate with the team to implement customer training and education programs, ensuring effective product usage and maximizing customer satisfaction.
SALES REPORTING:
Objective Planning:
Set clear daily, weekly, and annual goals to maximize customer engagement and sales effectiveness.
CRM Management:
Regularly update sales activities (e.g., sales funnel) using Salesforce or other CRM systems.
Monthly Reporting:
Provide monthly reports to the direct manager, including:
Progress tracking against KPIs
Plans for the upcoming month/quarter
Performance review against previous goals and objectives
INTERNAL STAKEHOLDER MANAGEMENT:
Cross-Functional Collaboration:
Build effective relationships with internal stakeholders (Customer Service, Marketing, Finance) to ensure successful execution of the Building Care strategy in a matrix structure.
Collaboration with Application Specialists:
Partner with Application Specialists to develop and communicate relevant value propositions tailored to customer needs.
REQUIREMENTS:
MBA qualification (completed or in progress) from a recognized university.
Undergraduate degree in Science (B.Sc., B.Tech., etc.).
12th grade with a focus on Science (Physics, Chemistry, Biology, etc.).
Strong analytical and problem-solving skills.
Excellent communication and interpersonal skills.
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint).
Ability to work effectively in a team-oriented, collaborative environment.
Eagerness to learn, adapt, and grow in a corporate setting.
High attention to detail with the ability to manage multiple tasks efficiently.
PREFERRED SKILLS (Optional):
Basic knowledge of business analytics tools (e.g., Tableau, Power BI).
Exposure to project management tools and methodologies.
