Corporate Account Manager

Overview

Plans and implements sales to specific, major accounts where cultivating relationships, identifying opportunities, and account management skills are critical. Accounts frequently have multiple buying locations (internationally in case of global Key Accounts), making establishing and maintaining broad customer relationships essential. Typically requires demonstrated proficiency in sales and full knowledge of the product line and its applications.

Responsibilities

• Assure that Commercial teams understand key pricing, technical and relationship issues in order to function effectively in independent interactions with customers
• Create and execute an account growth strategy aligned with global marketing through efficient utilization of company resources
• Improve client satisfaction and loyalty by maintaining the Solenis brand across corporate customer locations and documenting value delivery
• Lead / drive project teams consisting of cross-divisional and cross-functional partners to sell and maintain corporate accounts
• Develop and communicate corporate account plans to all team members and provide routine feedback to assure that goals are met
• Establish strong relationships at all levels (unit / plant to headquarters) for each corporate account. Clearly identify key decision makers and decision influencers
• Establish strong internal Solenis relationships including cross-divisional relationships to facilitate the sales process
• Build a global network as applicable for accounts with global needs as required
• Utilize best-in-class techniques relative to contract negotiations, deal structure, financial / P&L management, value-based selling and communication / presentation skills
• Seek continuous improvement through interface with senior CAMs, division management and outside training to enhance sales effectiveness
• Successfully cross-sell other divisional offerings to assigned accounts
• Manage and optimize account profitability through mix initiatives, pricing implementation and a constant focus on account P&L analysis. Sell new high-value programs in order to increase margins – Successfully renew all major contracts and coordinate value merchandising at corporate headquarters locations
• Maintain a viable sales pipeline that has key sales targets and opportunities in various stages of the sale
• Carefully monitor all customer-specific competitive and market trends and disseminate this as appropriate to sales and marketing management

Qualifications

• Strong academic background with a well-respected technical degree with 10+ years of proven multinational sales / account management experience, preferably in a value-added industry or B2B related business.
• Exceptional selling skills (\”a true hunter\”) and ability to sell into multiple channels with a well-grounded technical style. Proven ability to close deals with complex organizations with matrix environments and multiple decision channels
• Ability to solve problems and issues at the client’s side, gaining their trust and being perceived as the \”go-to\” supplier
• Solid business acumen with good financial and P&L understanding
• Executive presence with excellent communication skills, ability to influence horizontally and with stakeholders and excellent negotiation skills
• Ability to communicate effectively with all levels at Solenis and assigned customers
• Team leadership abilities and coaching skills, able to inspire the team and transmit the right level of energy to achieve common targets
• Skilled at influencing and unifying broad teams toward collaborative customer efforts
• Track record of creating innovative negotiation outcomes to enhance contract profitability
• Navigating joint development agreements with customer R&D departments
• Annual sales responsibility: $5M to $50M
• Complexity of products / solutions sold: Sells a combination of products and solutions of high technical complexity

Company overview

Solenis is a leading global provider of water and hygiene solutions. The company\’s product portfolio includes a broad array of water treatment chemistries, process aids, functional additives, cleaners, disinfectants, and state-of-the-art monitoring, control and delivery 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, the company has 70 manufacturing facilities strategically located around the globe and employs a team of over 16,500 professionals in 130 countries across six continents. Solenis is a 2025 Best Managed Company Gold Standard honoree. For more information about Solenis, please visit www.solenis.com.