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. Role Purpose 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 CRM. 2) Customer & Market Management Manage a portfolio of F&B manufacturing customers (dairies, beverages, breweries, processed foods, etc.). 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 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, minimum 5 years in Diversey and team handling experience is a must. 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