Area Sales Manager - Food & Beverage Specialty Chemicals

Area Sales 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 : Area Sales Manager Location: Mumbai Reports to: Regional Sales Leader About Role Own revenue, margin, and receivables outcomes for an assigned territory. Build and grow key accounts, develop pipelines, execute sales processes with discipline, and partner closely with Technical, Supply Chain, and Marketing to deliver an exceptional customer experience. Key Responsibilities: 1) Deliver the Plan for the Area • Achieve sales, gross margin, and working capital targets. • Drive price realization and mix optimization per guidance. • Maintain accurate monthly forecasts and a healthy funnel in Sales Force CRM. 2) Customer & Market Management • Manage a portfolio of F&B manufacturing customers (Dairies & Processed Foods). • Run structured QBRs/MBRs, track NPS/CSAT annually, and execute account growth plans. • Prospect and convert new logos; map decision makers and influencers. • Monitor competition; prepare win plans and defend/expand share. 3) Sales Process & Discipline • Execute the full sales cycle: prospecting → discovery → value proposal → trials → validation → closure → onboarding. • Use value selling tools (TCO, hygiene risk assessments, productivity/sustainability impact). • Ensure CRM hygiene: activities, opportunities, probabilities, dates, next steps. 4) Commercial & Financial Controls • Drive DSO improvement; coordinate with Finance for collections. • Adhere to discount controls, contract terms, and pricing approvals. • Plan inventory (consumables & spares) with Supply Chain; minimize aged stock. 5) Cross-Functional Collaboration • Partner with Technical/Application Specialists for audits, trials, and commissioning. • Coordinate with Marketing for campaigns, case studies, and references. • Work with Supply Chain/Service to ensure OTIF delivery and service SLAs. • Share market intelligence and VOC to inform product/segment strategy. 6) Compliance & Ethics • Uphold safety, quality, and compliance standards at customer sites. • Ensure integrity in all dealings and adherence to company policies. Success Metrics (KPIs) • Sales vs. AOP (monthly/quarterly) • Gross margin % and price realization • Pipeline coverage (≥3× of target) & forecast accuracy (±10%) • DSO/collections vs. target; aged inventory reduction • New logo wins & retention rate • CSAT/NPS and service SLA compliance • Documentation accuracy in CRM/Workday/finance systems 7) Team Leadership & People Management • Lead and develop a team of 4 sales/account management professionals to achieve territory goals. • Set performance objectives, provide coaching and feedback, and drive accountability for sales results, pipeline health, and forecast accuracy. • Build team capabilities through training and mentoring while fostering a high-performance, customer-focused culture. • Ensure effective territory coverage, resource allocation, and talent development. Additional Success Metrics (KPIs) • Team sales performance vs. AOP and target achievement. • Pipeline growth, conversion rates, and forecast accuracy. • CRM compliance, employee development, and retention. • Account growth and new business wins. Experience • Experience leading and developing team of one or more sales professionals , including coaching, performance management, and territory planning. Qualifications Education • BE/B.Tech in Engineering/Food Technology/Dairy Technology preferred. • MBA is an advantage (not mandatory). Experience • 12+ years of B2B field sales; F&B hygiene/sanitation, ingredients, packaging, or industrial chemicals/equipment preferred. • Proven value selling and account management experience; running trials and conversions in plants. • Familiarity with hygiene standards (CIP, COP, HACCP, GMP) is a plus. Skills & Competencies • Strong commercial acumen; negotiation and closing skills. • Structured planning, time management, and territory coverage. • Data-driven; proficient in Excel/PowerPoint/CRM. • Clear written and verbal communication; stakeholder management. • High drive, ownership, and customer-first mindset. Experience Level Mid Level