Sr Account Manager at Solstice Advanced Materials in Pune, Maharashtra, India

Job description

• We are seeking an experienced Senior Account Manager – Research Chemicals to drive sales growth, strengthen channel performance, and expand strategic customer relationships across India.
• The role will be responsible for revenue, margin, collections, market-share growth, forecasting, pipeline development, territory execution, strategic account management, and channel partner performance for the LTPP business.
• This role offers an opportunity to play a key role in growing the Research Chemicals business across India, working with leading pharmaceutical, research, analytical, healthcare, and industrial customers.
• The position provides strong visibility across customers, channel partners, product teams, and business leadership, with significant opportunity to influence market growth and commercial strategy.

Responsibilities

• Sales Planning & Execution
• Own territory revenue, gross margin, collections, and growth targets.
• Develop account plans for key pharmaceutical, CRO/CDMO, healthcare, academic, industrial, and analytical laboratory customers.
• Identify customer needs and promote relevant research chemicals and laboratory solutions.
• Maintain an accurate opportunity pipeline and provide reliable sales forecasts through Salesforce.com (SFDC) or the applicable CRM system.
• Coordinate with internal teams on quotations, order processing, fulfillment, collections, and customer escalations.
• Improve sales effectiveness through pricing control, conversion tracking, pipeline discipline, and channel performance reviews.
• Business Development & Market Expansion
• Build a qualified pipeline of new customers, applications, and product opportunities.
• Drive commercialization of new products and strategic growth initiatives.
• Identify new markets, applications, customers, and revenue opportunities.
• Track market trends, competitor activity, buying patterns, pricing movements, and regulatory developments.
• Partner with Product, Technical, Marketing, Supply Chain, and regional teams to develop go-to-market plans and growth strategies.
• Channel Partner Management
• Manage authorized distributors and channel partners in line with sales priorities and commercial policies.
• Drive partner productivity through business reviews, joint customer visits, pipeline reviews, quotation follow-up, and conversion tracking.
• Identify coverage gaps and improve customer and market penetration.
• Support partners with product, pricing, promotional, and commercial inputs.
• Support distributors in achieving Annual Operating Plan (AOP) commitments.
• Ensure pricing discipline, payment compliance, and adherence to brand standards.
• Customer Engagement & Brand Visibility
• Build strong relationships with end customers, distributors, influencers, and laboratory decision-makers.
• Engage pharmaceutical, CRO/CDMO, research, academic, testing, and industrial laboratory customers.
• Identify customer requirements and develop new business opportunities.
• Represent the company at seminars, exhibitions, technical forums, conferences, and industry events.
• Strengthen brand visibility and market presence across India.
• Share customer and channel feedback internally to improve positioning, service, and growth strategies.

Requirements

• Bachelor's or Master's degree in Chemistry, Pharmaceutical Sciences, Life Sciences, Biotechnology, or a related discipline. MBA is an advantage.
• 8–10 years of B2B sales experience in research chemicals, laboratory chemicals, analytical reagents, solvents, life sciences, diagnostics, laboratory equipment, or healthcare-related industries.
• Experience managing pharmaceutical, CRO/CDMO, research, academic, analytical testing, and industrial laboratory accounts.
• Proven track record of achieving sales targets, developing territories, acquiring new customers, managing distributors, and expanding channel coverage.
• Working knowledge of CRM systems such as Salesforce.com (SFDC), including forecasting, opportunity pipeline management, and business reviews.
• Strong commercial acumen, negotiation skills, relationship management, pricing and collections experience.
• Ability to work effectively with Product, Technical, Supply Chain, Finance, Customer Service, Marketing, and regional teams.
• Strong communication, presentation, and influencing skills.
• Self-driven, disciplined, and comfortable working in a target-oriented sales environment.
• Willingness and ability to travel extensively across India.
• Candidates with experience in laboratory chemicals, analytical reagents, solvents, life sciences, or scientific distribution are preferred.

Skills

Required

• Strong commercial acumen
• Negotiation skills
• Relationship management
• Pricing and collections experience