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 managing and executing the Prosumer Business strategy for the designated territory and will primarily focus on shaping the strategy by setting up the distribution model and building penetration for the prosumer brand in the market. Prosumer Business at Diversey primarily focuses on catering to SME/SMB professional businesses across Hospitality, Food Service, Retail, and Small Office spaces through General Trade and Wholesale Distribution network.
RESPONSIBILITIES:
- 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 rapport with identified key Accounts 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 relationships with key decision makers to further our business interests.
- Implement with the team customer training & education programs
- 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 the direct manager on the following:
- Tracking against KPI’s
- Plans for the 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.
KNOWLEDGE/EXPERIENCE/PERSON PROFILE
- Overall Experience in B2B selling/Institutional Selling in Food Service or Hospitality or related Segment.
- Demonstrated proven ability to build and nurture customer relationships
- Drive for results, Customer Focus, Integrity, and trust. Passion for selling the product
- Experience using CRM systems, such as Salesforce, preferred
