Business: Prosumer
Role: Territory 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.
Key Responsibilities:
Key responsibilities of a Territory Sales Manager working for Prosumer
Distributor and Customer Management
o Maintaining solid working relationships with End customers and Channel Partners by ensuring that their needs are met and resolving complaints if any, in a timely manner
o Develop systems to ensure timely settlements of distributor claims, timely delivery of stocks, and ensure proper service to the distributor
o Constant monitoring of stock, sales and market credit of distributors /super stockiest and take corrective actions if and as required, to ensure that the business is healthy
Ongoing Business
o Deliver Secondary Value target by developing market in the allocated territory
o Continuously meeting and exceeding primary and secondary value sales targets for the entire product range by acquiring new customers
o Traveling throughout an assigned territory to train, guide and work along with the Distributor Sales Representatives.
o Drive sales and distribution for the Diversey products and manage the allocated territory and the customers
Team Management
o Achieve revenue growth profitably by leveraging the growth opportunities , coaching the Distributor sales representatives and managing them effectively
o Double working with Distributor sales representatives to train and coach them.
o Appraise periodically the performance of each DSR against set standards of performance - Plan town wise coverage basis their population, profile, number of outlets, business potentials etc.
o Ensure proper planning of area coverage plans PJPs, their implementation of systematic coverage of the territory
o Regular product and sales training for Distributor sales representatives to make sure they understand and know the brand, products, unique selling proposition, target customers, target market and the competition
o Prepare distribution targets for all brands for all DSRs and ensure communication
o Train DSRs on driving distribution growth as per the plan, identify obstacles and develop innovative solutions to overcome them
Experience and Qualifications
MBA from a recognized university with 4 6 years of experience in managing general trade, primarily working with wholesalers.
Strong analytical and problem-solving abilities.
Excellent communication and interpersonal skills.
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint).
Ability to work effectively in a collaborative, team-oriented environment.
Eagerness to learn, adapt, and grow in a corporate setting.
High attention to detail with the ability to manage multiple tasks efficiently.
