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.
Responsibilities
Key Responsibilities
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.
Qualifications
Required Qualifications & Experience
- Bachelor's or Master's degree in Chemistry, Pharmaceutical Sciences, Life Sciences, Biotechnology, or a related discipline. MBA is an advantage.
- 8–10 years of B2B sales experience in research chemicals, laboratory chemicals, analytical reagents, solvents, life sciences, diagnostics, laboratory equipment, or healthcare-related industries.
- Experience managing pharmaceutical, CRO/CDMO, research, academic, analytical testing, and industrial laboratory accounts.
- Proven track record of achieving sales targets, developing territories, acquiring new customers, managing distributors, and expanding channel coverage.
- Working knowledge of CRM systems such as Salesforce.com (SFDC), including forecasting, opportunity pipeline management, and business reviews.
- Strong commercial acumen, negotiation skills, relationship management, pricing and collections experience.
- Ability to work effectively with Product, Technical, Supply Chain, Finance, Customer Service, Marketing, and regional teams.
- Strong communication, presentation, and influencing skills.
- Self-driven, disciplined, and comfortable working in a target-oriented sales environment.
- Willingness and ability to travel extensively across India.
Preferred Industry Background
Candidates with experience in laboratory chemicals, analytical reagents, solvents, life sciences, or scientific distribution are preferred.
Why Join Solstice Advanced Materials?
This role offers an opportunity to play a key role in growing the Research Chemicals business across India, working with leading pharmaceutical, research, analytical, healthcare, and industrial customers.
The position provides strong visibility across customers, channel partners, product teams, and business leadership, with significant opportunity to influence market growth and commercial strategy.
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.
