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.

Corporate Account Manager (CAM) for EMEA

General Characteristics
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.

Representative Activities
Plans how to establish and maintain major account relationships and meet personal sales targets within the full line of products or combination of products.
Establishes and builds strong client relationships over time that allow for continuity and ongoing representation reinforced by sales support/delivery programs, and communications to other relevant organizational functions/divisions.
Participates with other key account managers and sales management to develop sales strategies for national/global accounts and helps identify target accounts and opportunities within the framework of the organization-wide strategy.
Monitors competitive activity in each account and ensures that appropriate response strategies are formulated and communicated.

Key Accountabilities

The CAM  is responsible for leading, managing and collaborating with assigned customers to deliver the value of Solenis.

Achieve revenue and gross profit business goals for defined strategic accounts

• 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

Success Profile:  

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 be successful closing deals with complex organizations with matrix environments and multiple decision channels

Ability to solve problems and issues at the clients side gaining their trust and being perceived as the “go-to” supplier

Solid business acumen having 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, being able to inspire the team and transmitting the right levels of energy to achieve the 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.

Type and strategic importance of clients: National/global and highly strategic key accounts.