Business Development Manager

Business: Prosumer
Role: Business Development Manager
Reporting to: Regional 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 Summary

The Business Development Manager (BDM) is responsible for driving sales growth, building strong distributor and customer relationships, and expanding market penetration in the assigned territory. The role focuses on delivering revenue targets, developing new accounts, and enabling long-term sustainable growth through strategic business planning and execution.

Key Responsibilities

Distributor & Customer Management

• Build and maintain strong, long-term relationships with channel partners and key customers.

• Address and resolve partner/customer issues or complaints in a timely manner.

• Ensure efficient distributor operations, including claim settlements, stock deliveries, and credit management.

• Monitor stock, sales, and market credit health for distributors/super stockists, and implement corrective actions where required.

Business Development & Sales Growth

• Deliver sales targets (primary and secondary) by expanding the customer base in the assigned territory.

• Identify, pursue, and convert new business opportunities across the product portfolio.

• Drive sales and distribution initiatives to maximize reach and revenue.

• Continuously evaluate market dynamics, customer needs, and competitor activities to refine sales strategy.

• Conduct regular market visits to strengthen relationships and gain insights.

Channel Partner & Team Enablement

• Partner with distributor sales representatives (DSRs) to enhance sales execution.

• Provide ongoing coaching, mentoring, and on-the-job training to DSRs.

• Evaluate DSR performance against set KPIs; plan coverage based on territory profile and business potential.

• Develop and execute coverage plans and journey plans (PJPs) to ensure systematic territory coverage.

• Conduct regular product, brand, and sales capability training for distributor sales teams.

• Set clear sales and distribution targets for DSRs and track their achievement.

Experience and Qualifications

• MBA/Graduate degree in Sales, Marketing, or Business Administration from a recognized institution.

• 8 years of proven experience in business development, sales — preferably in general trade/wholesale or distribution-driven businesses.

• Strong analytical, problem-solving, and negotiation skills.

• Excellent communication and interpersonal abilities to influence stakeholders.

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).

• Demonstrated ability to work in a collaborative and fast-paced environment.

• High attention to detail with strong organizational and multitasking skills.

• Self-driven, adaptable, and growth-oriented mindset.