Solenis is a leading global producer of specialty chemicals focused on delivering sustainable solutions for water-intensive industries, including consumer, industrial, institutional, food and beverage, and pool and spa water markets. Owned by Platinum Equity, the company’s product portfolio 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, the company has 69 manufacturing facilities strategically located around the globe and employs a team of over 16,500 professionals in 130 countries across six continents. Solenis is a 2024 US Best Managed Company, recognized three years in a row.

General Characteristics

Manages the team of Corporate Account Managers and Business Development Managers.Plans and implements business strategies with the CAM Team, for the largest customers in EMEA.Coaching, challenging, and developing the Corporate Account Managers.Setting Corporate Account targets for Revneue, Gross Profit, Value Advantage documentation, and Pricing.Corporate Accounts frequently have multiple buying locations and influences (internationally in case of global Accounts). Making, establishing and maintaining broad customer relationships is essential. Typically requires demonstrated proficiency in sales with a broad knowledge of the Solenis product lines and their applications, expected value delivery opportunities, together with a desire for the highest business standards, and best practices.

Representative Activities

Lead the CAM team, participate with Corporate Account Managers and commercial, marketing and application teams, and sales management to develop sales strategies for the Corporate Accounts. Monitor business health, customer positions, and competitive activity in the region and ensure that appropriate response strategies are formulated and communicated.Plan how to establish and maintain major account relationships and meet personal and team business targets within the full line of products or combination of products. Establish and build strong client relationships over time that allow for continuity and ongoing representation reinforced by sales support/value delivery programs, and communications to other relevant organizational functions/divisions.

Key Accountabilities

The CAM Team Leader is responsible for leading, managing and collaborating with his/her Corporate Account Managers to deliver the full value of Solenis.

Achieve net revenue, gross profit, value delivery, and price targets for the defined Corporate Accounts of Consumer Solutions EMEA.

Assure that Commercial teams understand key pricing, technical and relationship issues in order to function effectively in independent interactions with customersCreate and execute an account growth strategy aligned with global marketing through efficient utilization of company resources – maintain an account “playbook”Improve client satisfaction and loyalty by maintaining the Solenis brand across corporate customer locations and documenting value deliveryDevelop and communicate corporate account plans to all team members and provide routine feedback to assure that goals are metEstablish strong relationships at all levels (and support CAM in same) for each corporate account. Clearly identify key decision makers and decision influencers.Establish strong internal Solenis relationships including cross-divisional relationships to facilitate the sales process.Build a global network as applicable for accounts with global needs as requiredUtilize best-in-class techniques relative to contract negotiations, deal structure, financial/P&L management, value-based selling and communication/presentation skillsSeek continuous improvement through interface with CAMs, division management and outside training to enhance effectivenessManage and optimize assigned account profitability through mix initiatives, pricing implementation and a constant focus on account P&L analysis. Sell new high-value programs in order to increase margins - Successfully renew all major contracts and coordinate value communication at corporate headquarters locationsEnsure a viable sales pipeline is maintained that has key sales targets and opportunities in various stages of the sale (ensure team is meeting Opportunity Pipeline KPI’s: Sufficiency, Velocity, Conversion Rate)Carefully monitor all customer-specific competitive and market trends and disseminate this as appropriate to sales and marketing management

Success Profile:

Strong academic background with a well-respected technical degree with 10+ years of proven multinational sales/account management experience, preferably in a value-added industry or B2B related business.Exceptional selling skills (“a true hunter”) and ability to sell into multiple channels with a well-grounded technical styleProven ability to be successful closing deals with complex organizations with matrix environments and multiple decision channels:a. Executive presence with excellent communication skills, ability to influence horizontally and with stakeholders and excellent negotiation skills. Ability to communicate effectively with all levels at Solenis and assigned customersb. Team leadership abilities and coaching skills, being able to inspire the team and transmitting the right levels of energy to achieve the common targetsc. Solid business acumen having good financial and P&L understandingd. Skilled at influencing and unifying broad teams toward collaborative customer effortse. Track record of creating innovative negotiation outcomes to enhance contract profitabilityf. Ability to solve problems and issues at the clients side, gaining their trust and being perceived as the “go-to” supplierNavigating joint development agreements with customer R&D departments

Annual sales responsibility ($): 320MM

Type and strategic importance of clients: The largest customers of the Consumer Solutions business in EMEA. Most of the customers are global or regional, with multiple manufacturing (buying) sites.

Solenis is proud to be an employer that gives equal consideration to all candidates without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or disability status.

At Solenis, we understand that our greatest asset is our people. That is why we offer competitive compensation, comprehensive benefits and numerous opportunities for professional growth and development. So, if you are interested in working for a world-class company and enjoy solving complex challenges, whether in the lab or the field, consider joining our team.