Job Title:  Sales Manager – Wholesale & Distribution (Cash & Carry)
Company:  Diversey Spa, part of the Solenis Group
Location:  Remote in the Milan area with travel to the office weekly in Bagnolo Cremasco (CR)
Team: Sales – Distribution
Industry: B2B – Professional Cleaning Products, Diversey and Unilever Brands

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Role Description

The Sales Manager for the Non Delivered Trade (NDT) and Cash & Carry (C&C) channel is responsible for leading the national commercial strategy, ensuring the achievement of sales, margin, and channel development targets. This role plays a key part in transforming the NDT channel, directly contributing to the growth and commercial innovation of Diversey Italy’s distribution network.

The position involves direct management of relationships with national purchasing groups and assigned clients, as well as coordination of a National Distributor Account Manager. The manager also oversees a sales network and supports local NDT/C&C clients within other national sales teams.

This role is part of a structured and dynamic multinational B2B organization operating in the professional production and distribution sector, with a strong focus on growth and innovation.

Company Background

Diversey Italy is part of the Solenis Group, a global leader in specialty chemical solutions and services for water management, hygiene, and infection prevention. The merger between Diversey and Solenis, completed in 2023, created an integrated group operating in over 130 countries, with 71 production facilities and more than 16,500 employees worldwide.

This strategic integration has strengthened the group’s ability to offer comprehensive and sustainable solutions for professional cleaning, sanitation, and food safety, with a “one-stop shop” approach tailored to B2B clients in industrial, healthcare, HoReCa, and retail sectors.

Key Responsibilities

Identify business opportunities and define/implement the commercial strategy for the NDT and C&C channel in Italy

Manage contract negotiations and maintain strong relationships with national purchasing groups or headquarters

Directly manage strategic clients and develop long-term commercial relationships

Support the national sales network in managing local NDT and C&C clients

Research and acquire new clients and distribution channels

Conduct market analysis and continuously monitor competitors to identify opportunities and threats

Manage contribution budgets and monitor the effectiveness of promotional levers

Coordinate and provide operational support to a commercial resource (National Distributor Account Manager)

Collaborate with the entire sales team and with marketing, trade marketing, supply chain, and finance functions to ensure strategic and operational alignment

Specific Requirements

Degree in Economics, Marketing, or related fields

Solid experience (minimum 5–7 years) in national or multi-regional sales leadership roles in the B2B sector, preferably in the Cash & Carry and/or large-scale retail channel

In-depth knowledge of NDT/C&C channel dynamics, including promotional strategies, assortments, pricing, and contribution management

Direct experience in negotiating with purchasing groups and managing national contracts

Advanced analytical skills and proficiency in data management and analysis tools (Salesforce, advanced Excel, or commercial CRMs)

Experience in managing resources, direct reports, or work teams

Strong results orientation, ability to work towards objectives, and manage complex budgets

Excellent communication and interpersonal skills, with the ability to influence internal and external stakeholders

Excellent written and spoken English and Italian

Ability to interact with colleagues outside Italy and participate in international group projects

Flexibility and willingness to travel nationally

Required Soft Skills

Leadership and the ability to inspire and guide teams and collaborators

Effective communication, both written and verbal, across various organizational levels

Advanced negotiation skills and the ability to manage complex relationships

Strategic thinking and a holistic vision

Problem-solving and effective issue management

Time and priority management in dynamic environments

Adaptability and flexibility to change

Empathy and emotional intelligence to build strong, lasting relationships

Data-driven decision-making skills

What We Offer

Competitive salary + bonus and benefits

Strategic role in a dynamic environment with excellent growth opportunities

Decision-making autonomy and visibility at national and international levels

Professional development and continuous training

At Solenis we are committed to an inclusive culture that recognizes and values diversity, where each person is valued for their talent and potential. That's why we work every day to build an inclusive and diverse environment.

#LI-AR1 

#Italia

#Milano

#Diversey

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