Key Account 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.

Role Summary:

We are seeking an experienced and strategic Key Account Manager (KAM) to lead and manage our key hospitality clients. The ideal candidate will have deep expertise in the hospitality segment, proven success in business development and relationship management, and a track record of driving consistent growth through structured sales strategies, team leadership, and client excellence.

Roles and Responsibility:

• Create and implement business development plans targeted at the hospitality sector (hotels, resorts, QSRs, facility service providers, etc.).
• Drive business growth through prospecting and onboarding new high-value accounts.
• Build strong, long-term relationships with key decision-makers including General Managers, Facility Heads, Procurement, and Housekeeping Leadership.
• Regularly assess evolving client needs and align solutions to support service quality and compliance standards.
• Collaborate with marketing and product teams to support launches and gain traction in target accounts, adhering to pricing and margin guidelines.
• Support tender submissions, proposals, and presentations with strategic input and stakeholder alignment.
• Monitor competitor activities and respond with relevant strategies and countermeasures.
• Lead client trainings and product education programs to enhance customer experience and service quality.

2. Regional Team & Distributor Management

• Manage and guide the regional sales team to achieve monthly and annual revenue goals.
• Plan and execute weekly/monthly targets to ensure optimum client coverage and business delivery
• Strengthen the distributor/dealer network to drive product availability, support, and visibility.
• Work closely with the field team to maintain first-class rapport with top-tier hotel chains, independent properties, and facility partners.

3. Internal Stakeholder Collaboration

• Coordinate with cross-functional teams – Marketing, Product, Supply Chain, and Customer Service – to deliver a seamless client experience.
• Partner with Application Specialists and Technical Teams to co-develop client value propositions and custom programs.
• Act as the voice of the customer internally and advocate for continuous improvements in service offerings.

4. Compliance & Organizational Standards

• Ensure adherence to company policies including code of conduct, business ethics, health & safety, and travel/expense compliance.
• Maintain up-to-date records of customer activities, pipeline status, and progress reports using CRM systems (e.g., Salesforce).

Knowledge & Experience

• Strong experience in key account management within the hospitality sector (preferably B2B sales of housekeeping, hygiene, cleaning, or facility management solutions).
• Proven success in building long-term relationships with hotel chains, procurement heads, and senior operations stakeholders.
• Strategic thinking and commercial acumen with ability to interpret budgets and P&L impact.
• Proficient in CRM systems and digital reporting tools.
• Strong leadership and team management capabilities with a hands-on execution style.

Education & Training

• Bachelor's degree in Business, Hospitality, or related field. MBA preferred.
• 12+ years of sales/account management experience, with at least 3 years in a people management/regional leadership role.
• Hospitality industry background is mandatory.

Key Competencies:

• Strategic Sales Planning
• Client Relationship Management
• Hospitality Industry Expertise
• Team Leadership
• Commercial Acumen
• Problem Solving & Negotiation
• Communication & Stakeholder Management