District Manager

Overview:

- Solenis is a leading global producer of specialty chemicals, focused on delivering sustainable solutions for water-intensive industries, including the pulp, packaging paper and board, tissue and towel, oil and gas, petroleum refining, chemical processing, mining, biorefining, power, municipal, and pool and spa markets. The company’s product portfolio includes a broad array of water treatment chemistries, process aids and functional additives, 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 maintain healthy water. Headquartered in Wilmington, Delaware, the company has 47 manufacturing facilities strategically located around the globe and employs a team of over 6,000 professionals in 120 countries across five continents. Solenis is a 2021 US Best Managed Company.

Description:

- The District Sales Manager (DM) is responsible for driving and maintaining profitable sales growth, demonstrating operational excellence and maintaining delivery of the territory revenue and profit business plan (BP). The DM is expected to develop the people, invest in their skill set development, manage the accountabilities of district personnel and utilize the resources effectively.

**Drive Sales Growth**:

- Establishes accurate team sales targets and manages individual account manager sales performances
- Leads, develops and defines effective sales strategies that are aligned with BP and contingency plans to overcome all obstacles that could interfere with achieving BP
- Executes defined strategy and Account Sustainability Audits (ASA process) to achieve zero lost business to the competition
- Drives revenue growth achieving or exceeding BP
- Drives account management excellence initiatives, including documented customer delivered value using the CVA - Customer Value Assurance planning process / tool and uses documented value delivered to -achieve pricing and profitability business objectives
- Routinely travels and communicates with account managers and area managers. Interfaces with customers and reviews sales performance, local relationships, and overall account stability
- Develops and owns relationships with senior customer personnel, i.e. Site Mill/Plant Manager
- Consistently communicates sales plans and sales performance to senior business leaders at Solenis and provides timely feedback to Technology and Marketing departments based on client opportunities

**Demonstrate Operational Excellence**:

- Leads a strong safety culture and drives to a zero incident culture on their team
- Manages a robust professional development plan for their team
- Maintains a zero uncontrolled employee turnover focus
- Administers a robust employee recruitment funnel for territory expansions and replacement of promotions
- Develops future leaders on their team to step up into leadership roles
- Develops a territory strategy that provides ‘back-up’ plans for account coverage during rep changes
- Builds a strong team atmosphere and culture for success that drives loyalty and team spirit and diversity
- Maintains a strong performance coaching culture for talent development for themselves and their team, recognizes customer relationship and employee performance issues and acts quickly to correct, and leads and embraces personal skill development for long term high performance, not short term gain
- Drives team best practice process utilization, including SFDC, sales planning and customer value tools

**Maintain Profitable Growth**:

- Manages revenue gross profit vs. BP
- Consistently manages territory within SG&A budget as a % of sales
- Establishes and executes on a price increase strategy for all district customers
- Manages initiatives to administer inventories at or below targets
- Drives new innovation technologies for all customer and prospect opportunities to maximize profitability
- Manages team to deliver exceptional A/R performance verses targets
- Proactively manages customer contracts and contract renewals with advantageous terms and conditions
- Avoids customer contract bids and RFQ’s with strong documented customer delivered value performance

Qualifications:

- B.S. (Engineering or Science preferred)
- 8-10 years’ experience progressing through the sales ladder
- Proven record of delivering results and leading teams to achieve team goals and BP
- Proactively identifies and anticipates customer requirements, expectations, and needs
- Demonstrates a strong desire to help customers make their business successful
- Represents the voice of the customer within the company
- Understands the customers business and helps them deliver on their goals and objectives
- Demonstrates knowledge and understanding of customer (businesses, organizational structure, value drivers, products/services, competitive market positions) and relevant industries and ma