Business : Hospitality - Institutional Sales
Job Title : Business Development Manager
Reports to : Regional Manager- Hospitality
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:
Business Development Manager (BDM) will be primarily responsible for Business Development and Key Account Management in Lodging/ Food Service Domain.
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 relationship with key decision makers to further our business interests.
- Implement with the team customer training & education training programs
Sales Reporting:
- Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness, including customer events and engagements
- Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.
- Provide a monthly update to direct manager on the following:
- Tracking against KPI’s
- Plans for coming month/quarter
- Performance against previous plans
Internal Stakeholder Management:
- Develop and grow and acquire business with help of BDEs. Train BDEs and ensure that they are efficient and generate business on their own
- Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Hospitality strategy through matrix reporting structure.
- Work closely with Application Specialists to identify and develop relevant value propositions for customers.
EXPERIENCE / EDUCATION/TRAINING
- 10 Years of 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
