Sr Account Manager

**Job Title:** Senior Account Manager - Research Chemicals **Location:** Bangalore, India **Business:** Lab & Therapeutic and Pharma Production (LTPP) - Solstice Advanced Materials **Reporting To:** Sales Head, LTPP India We are seeking an experienced **Senior Account Manager - Research Chemicals** to drive sales growth, strengthen channel performance, and expand strategic customer relationships across India. Based in Bangalore, the role will support the **Lab & Therapeutic and Pharma Production (LTPP)** business and report to the **Sales Head, LTPP India** . The role will promote solutions across **pharmaceutical, healthcare, CRO/CDMO, research, academic, testing, and industrial** segments while ensuring compliance with company policies and applicable regulatory requirements. **Portfolio & Market Focus** **The portfolio includes:** + Reagents + Solvents + Analytical standards + Karl Fischer reagents + Specialty laboratory chemicals **Key brands include:** + Fluka + Hydranal + Chromasolv + TraceSELECT + Burdick & Jackson + Riedel-de Haën **These solutions support customers across:** + Pharmaceutical + Healthcare + Academic + Research + Industrial + Analytical laboratory segments **The Senior Account Manager will own and drive:** + Revenue growth + Gross margin + Collections + Market-share expansion + Sales forecasting + Pipeline development + Territory execution + Customer and channel development **Responsibilities** **Key Responsibilities** **1. 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 recommend relevant reagents, solvents, analytical standards, Karl Fischer reagents, and high-purity chemicals. + Maintain an accurate opportunity pipeline and provide reliable sales forecasts using **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 disciplined processes, pricing control, conversion tracking, and channel activity reviews. **2. Business Development & Market Expansion** + Build a qualified pipeline of new customers, applications, and product opportunities. + Drive commercialization of new products and strategic growth initiatives through direct customer engagement and authorized channel partners. + Monitor: + Market trends + Competitor activity + Customer buying patterns + Pricing movements + Regulatory developments + Partner with Product, Technical, Marketing, Supply Chain, and Regional teams to develop go-to-market plans and growth strategies. **3. Channel Partner Management** + Manage authorized channel partners in line with sales priorities, commercial policies, and compliance requirements. + Drive partner productivity through: + Business reviews + Joint customer visits + Pipeline reviews + Quotation follow-up + Conversion tracking + Expand market reach by identifying coverage gaps, improving customer penetration, and supporting channel partners with product, pricing, and promotional inputs. + Support channel partners in achieving **Annual Operating Plan (AOP)** commitments. + Maintain pricing discipline, payment compliance, and brand standards across the channel. **4. Customer Engagement & Brand Visibility** + Engage directly with end customers, distributors, influencers, and laboratory decision-makers to strengthen relationships and create new opportunities. + Represent the company at: + Seminars + Exhibitions + Technical forums + Industry events + Promote the Research Chemicals portfolio and strengthen brand visibility in the market. + Share customer and channel feedback internally to improve product positioning, service delivery, and growth strategies **Qualifications** **Required Experience, Qualifications & Capabilities** **Education** + Bachelor's or Master's degree in Chemistry, Pharmaceutical Sciences, Life Sciences, Biotechnology, or a related field. + MBA is an advantage. **Experience** + 8-10 years of B2B sales experience in: + Research chemicals + Laboratory chemicals + Life sciences + Diagnostics + Laboratory equipment + Healthcare-related industries **Customer & Market Experience** + Experience managing accounts across: + Pharmaceutical companies + CRO/CDMO organizations + Research institutions + Academic institutions + Analytical testing laboratories + Industrial laboratories **Sales & Commercial Skills** + Proven track record of achieving sales targets. + Experience in territory development and business growth. + Experience managing and developing distributors/channel partners. + Strong customer relationship and negotiation skills. + Experience managing pricing, collections, escalations, pipeline, and forecasting. **CRM Experience** + Experience using CRM systems such as Salesforce.com (SFDC). + Experience with sales pipeline management, forecasting, business reviews, and reporting. **Cross-Functional Skills** + Ability to work effectively with Product, Supply Chain, Finance, Customer Service, Technical Support, Marketing, and Regional teams. **Personal Skills** + Self-driven and disciplined. + Strong communication and relationship-management skills. + Comfortable working in a target-driven sales environment. + Strong customer and partner engagement skills. + Ability to manage multiple stakeholders and priorities. **Preferred Industry Background** Preference will be given to candidates from: + Laboratory chemicals + Analytical reagents + Solvents + Life sciences + Scientific distribution **Preferred companies include:** Merck, Avantor, Thermo Fisher Scientific, Actylis, J.T. Baker, Biosolv, Labscan, QualiChem, Advent, SD Fine, ExpressSolv, or similar organizations. **Travel Requirements** + Willingness to travel extensively across India. + Frequent interaction with customers, distributors, channel partners, and industry stakeholders. **About Us** **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 (https://advancedmaterials.honeywell.com/us/en) . **Job Identification** 107901 **Job Category** Sales **Job Schedule** Full time **Locations** 4th floor, Unit No 406, Building 31, RMZ Ecoworld, Adarsh Palm Retreat road, Bellandur, Bengaluru, Karnataka, 560103, IN **Hire Eligibility** Internal and External **Relocation Package** None **Job Location City** Bengaluru **Job Location State** Karnatak **Job Location Country** India **Job Location Postal Code** 560103