Senior Key Account Manager-BSC

Solenis is a leading global producer of specialty chemicals focused on delivering sustainable solutions for water-intensive industries, including consumer, industrial, institutional, food and beverage, and pool and spa water markets. Owned by Platinum Equity, the company’s product portfolio 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, 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 is a 2024 US Best Managed Company, recognized fouryears in a row. For more information about Solenis, please visit www.solenis.com. 

Diversey, a Solenis company, is currently seeking an experienced, professional Senior Key Account Manager - BSC with strong sales experience and a passion for building partnerships with regional and national customers for our institutional business. Our ideal candidate will effectively communicate Diversey’s products and programs with key stakeholders at all levels of the customers organization.  This role requires previous experience in the BSC, institutional, or Jan/San business.  If you are able and ready to promote and expand our reach through sustainable growth and satisfied customers, we are ready to meet you. Ideal candidates will live in the vicinity of a major city/airport in the western US.

WHAT YOU'LL DO:

Client Relationship Management

- Build and maintain strong, long-term, trusted relationships with high-value clients to foster loyalty and retention.

- Act as the primary point of contact for key accounts, ensuring their needs are understood and met with tailored solutions.

- Effectively engage with key decision-makers and operational leaders within customer accounts, demonstrating a genuine enthusiasm for cultivating new client relationships.

- Provide customer training and support.

- Represent the company at industry events, tradeshows and client summits.

- Conduct quarterly business reviews and strategic planning sessions with clients.

Strategic Account Planning

- Develop and execute strategic account plans for national and regional BSCs to drive growth and retention, including plans for site-specific locations.

- Identify opportunities for upselling, cross-selling and expanding services to drive account profitability.

- Monitor market trends and competitor activity to identify new opportunities and mitigate threats.

Sales & Revenue Growth

- Achieve assigned sales targets and account objectives.

- Lead contract discussions, renewals and performance timelines to align with customer expectations and maximize profit.

Cross-functional collaboration

- Foster alignment between field sellers and distribution sales teams to ensure client needs are clearly understood and consistently met.

- Partner with supply chain, customer service, and field support teams to deliver seamless product fulfillment and service execution.

- Proactively resolve escalations to minimize operational disruptions and maintain client satisfaction.

- Collaborate with product, marketing, and customer support teams to share market intelligence and voice-of-customer insights.

- Lead internal account reviews and performance updates to drive transparency, accountability, and continuous improvement.

Sales Funnel and Performance Management

- Track key account metrics, proactively addressing risks or issues.

- Provide management of daily activities and priorities and manage KPIs to meet customer expectations regarding service and sales support.

- Actively manage the sales funnel by tracking pipeline progression, identifying opportunities, and driving conversion.

- Maintain accurate reporting of sales activities to support data-driven decision-making and performance analysis.

- Collaborate on sales forecasting to ensure alignment with business goals and resource planning.

WHAT YOU'LL BRING:

- Bachelor's Degree or equivalent preferred; valid driver’s license required

- 10+ years in B2B sales or account management, with at least 5 years focused on facility services, cleaning products, or hygiene solutions with an understanding of BSC operations

- Comfortable navigating complex client organizations and procurement processes with demonstrated success in driving account growth and retention

· Demonstrated ability to influence both executive and operational levels

· Excellent communication, presentation and negotiation skills

· Ability to think strategically, solve problems and apply sound financial judgement

- Proven ability to work cross-functionally and with both direct and indirect teams

- Strong understanding of sales performance metrics, CRM software and data-driven account planning

- Ability to travel for industry events and internal and client meetings

WHAT WE OFFER:

- Comprehensive benefits package including medical, dental, and vision insurance available from day one

- 401(k) with matching

- Paid time off

- Learning and development opportunities

Rich company culture

#LI-DS1

#remote

We understand that candidates will not meet every single desired qualification.  If your experience looks a little different from what we’ve identified and you think you can bring value to the role, we’d love to learn more about you.

At Solenis, we understand that our greatest asset is our people. That is why we offer competitive compensation, comprehensive benefits which include medical, dental, vision & 401K, and numerous opportunities for professional growth and development. So, if you are interested in working for a world-class company and enjoy solving complex challenges, whether in the lab or the field, consider joining our team.

Solenis is proud to be an Equal Opportunity Affirmative Action Employer, including Minorities / Women/ Veterans / Disabled.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Should you require assistance in applying to this opportunity, please reach out to Solenis Talent Acquisition at [email protected]