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

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

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.