Senior Account Manager – Research Chemicals, India
Location: Delhi, India
Business: Lab & Therapeutic and Pharma Production (LTPP)
Reporting To: Sales Head, LTPP India
Travel: Extensive travel across India
About the Role
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.
Portfolio & Market Focus
The portfolio includes reagents, solvents, analytical standards, Karl Fischer reagents, specialty laboratory chemicals, and high-purity chemicals , supported by trusted brands such as Fluka™, Hydranal™, Chromasolv™, TraceSELECT™, Burdick & Jackson™, and Riedel-de Haën™ .
These solutions support pharmaceutical, healthcare, CRO/CDMO, academic, research, analytical testing, and industrial laboratory customers.
About Solstice Advanced Materials
Solstice Advanced Materials is a leading global specialty materials company that advances science for smarter outcomes. Solstice offers high-performance solutions that enable critical industries and applications, including refrigerants, semiconductor manufacturing, data center cooling, nuclear power, protective fibers, healthcare packaging and more. Solstice is recognized for developing next-generation materials through some of the industry's most renowned brands such as Solstice®, Genetron®, Aclar®, Spectra®, Fluka™, and Hydranal™. Partnering with over 3,000 customers across more than 120 countries and territories and supported by a robust portfolio of over 5,700 patents, Solstice’s approximately 4,000 employees worldwide drive innovation in materials science. For more information, visit Advanced Materials .
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.
