Sr Account Manager
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Key skills for this role
Key Skills for This Role
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The portfolio includes
Reagents
Solvents
Analytical standards
Karl Fischer reagents
Specialty laboratory chemicals
Key brands include
Fluka™
Hydranal™
Chromasolv™
TraceSELECT™
Burdick & Jackson™
Riedel-de Haën™
These solutions support customers across
Pharmaceutical
Healthcare
Academic
Research
Industrial
Analytical laboratory segments
The Senior Account Manager will own and drive:
Revenue growth
Gross margin
Collections
Market-share expansion
Sales forecasting
Pipeline development
Territory execution
Customer and channel development
1. Sales Planning & Execution
Own territory revenue, gross margin, collections, and growth targets.
Develop account plans for key pharmaceutical, CRO/CDMO, healthcare, academic, industrial, and analytical laboratory customers.
Identify customer needs and recommend relevant reagents, solvents, analytical standards, Karl Fischer reagents, and high-purity chemicals.
Maintain an accurate opportunity pipeline and provide reliable sales forecasts using Salesforce.com (SFDC) or the applicable CRM system.
Coordinate with internal teams on quotations, order processing, fulfillment, collections, and customer escalations.
Improve sales effectiveness through disciplined processes, pricing control, conversion tracking, and channel activity reviews.
2. Business Development & Market Expansion
Build a qualified pipeline of new customers, applications, and product opportunities.
Drive commercialization of new products and strategic growth initiatives through direct customer engagement and authorized channel partners.
Monitor: Market trends Competitor activity Customer buying patterns Pricing movements Regulatory developments
Market trends
Competitor activity
Customer buying patterns
Pricing movements
Regulatory developments
Partner with Product, Technical, Marketing, Supply Chain, and Regional teams to develop go-to-market plans and growth strategies.
3. Channel Partner Management
Manage authorized channel partners in line with sales priorities, commercial policies, and compliance requirements.
Drive partner productivity through: Business reviews Joint customer visits Pipeline reviews Quotation follow-up Conversion tracking
Business reviews
Joint customer visits
Pipeline reviews
Quotation follow-up
Conversion tracking
Expand market reach by identifying coverage gaps, improving customer penetration, and supporting channel partners with product, pricing, and promotional inputs.
Support channel partners in achieving Annual Operating Plan (AOP) commitments.
Maintain pricing discipline, payment compliance, and brand standards across the channel.
4. Customer Engagement & Brand Visibility
Engage directly with end customers, distributors, influencers, and laboratory decision-makers to strengthen relationships and create new opportunities.
Represent the company at: Seminars Exhibitions Technical forums Industry events
Seminars
Exhibitions
Technical forums
Industry events
Promote the Research Chemicals portfolio and strengthen brand visibility in the market.
Share customer and channel feedback internally to improve product positioning, service delivery, and growth strategies.
Education
Bachelor's or Master's degree in Chemistry, Pharmaceutical Sciences, Life Sciences, Biotechnology, or a related field.
MBA is an advantage.
Experience
8–10 years of B2B sales experience in: Research chemicals Laboratory chemicals Life sciences Diagnostics Laboratory equipment Healthcare-related industries
Research chemicals
Laboratory chemicals
Life sciences
Diagnostics
Laboratory equipment
Healthcare-related industries
Customer & Market Experience
Experience managing accounts across: Pharmaceutical companies CRO/CDMO organizations Research institutions Academic institutions Analytical testing laboratories Industrial laboratories
Pharmaceutical companies
CRO/CDMO organizations
Research institutions
Academic institutions
Analytical testing laboratories
Industrial laboratories
Sales & Commercial Skills
- Proven track record of achieving sales targets.
- Experience in territory development and business growth.
- Experience managing and developing distributors/channel partners.
- Strong customer relationship and negotiation skills.
- Experience managing pricing, collections, escalations, pipeline, and forecasting.
CRM Experience
Experience using CRM systems such as Salesforce.com (SFDC).
Experience with sales pipeline management, forecasting, business reviews, and reporting.
Cross-Functional Skills
- Ability to work effectively with Product, Supply Chain, Finance, Customer Service, Technical Support, Marketing, and Regional teams.
Personal Skills
- Self-driven and disciplined.
- Strong communication and relationship-management skills.
- Comfortable working in a target-driven sales environment.
- Strong customer and partner engagement skills.
- Ability to manage multiple stakeholders and priorities.
Preferred Industry Background
Preference will be given to candidates from:
Analytical reagents
Scientific distribution
Preferred companies include: Merck, Avantor, Thermo Fisher Scientific, Actylis, J.T. Baker, Biosolv, Labscan, QualiChem, Advent, SD Fine, ExpressSolv, or similar organizations.
Travel Requirements
- Willingness to travel extensively across India.
- Frequent interaction with customers, distributors, channel partners, and industry stakeholders.
About Solstice Advanced Materials
Solstice Advanced Materials is a leading global specialty materials company that advances science for smarter outcomes. Solstice offers high-performance solutions that enable critical industries and applications, including refrigerants, semiconductor manufacturing, data center cooling, nuclear power, protective fibers, healthcare packaging and more. Solstice is recognized for developing next-generation materials through some of the industry's most renowned brands such as Solstice®, Genetron®, Aclar®, Spectra®, Fluka™, and Hydranal™. Partnering with over 3,000 customers across more than 120 countries and territories and supported by a robust portfolio of over 5,700 patents, Solstice’s approximately 4,000 employees worldwide drive innovation in materials science. For more information, visit Advanced Materials .
About Solstice Advanced Materials
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