Territory 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 will be responsible for developing business in the Food & Beverage segment through regular account management, understanding customer needs, and having the proposal made and executed to meet the customer needs and also to generate additional business for Diversey.

Responsibilities

• To deliver sales growth in defined territory by means of business development in Food and Beverage manufacturing units, particularly (Beverage, Brewing, Processed Food, Dairy & Pharmaceutical plants)
• Retaining existing customers by means of over-delivering on service and cost SLA's
• Hunting for new accounts and plants in the assigned territory through cold calling
• Increasing share of wallet by cross-selling the entire Diversey cleaning and hygiene range of products in assigned plants
• Understanding customer needs and pain points to develop a relevant proposal articulating Diversey's value proposition around total cost of operation (TCO), ROI, and cleaning efficacy
• Appoint distributors to increase reach and coverage to all plants in the assigned territory
• Maintaining all the basic sales functions of the territory (escalation management, distributor secondary sales tracking, inventory planning)
• Timely collection of payments
• Carrying out trials to validate cleaning efficacy and to prove TCO commitments
• Providing basic customer service in plants through technical support on cleaning and hygiene protocols
• Maintaining regular service visits /reports
• Meeting at least 3 customers for business development daily
• Building strong customer relationships based on trust and by delivering exceptional value to Plant Heads, Production Manager, Quality Manager, Maintenance staff, and Utility Manager at plants
• Active participation in weekly team meetings, reviews, and training sessions.
  
  

Knowledge/Experience/Person Profile

• BE or master's in science (preferably chemical), Food Tech/ Dairy Tech
• Basic knowledge of chemistry
• Good presentation skills and working knowledge of Microsoft PowerPoint, Excel, and word
• Strong team player
• Water treatment knowledge would be of added advantage