Description

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.
- Solid 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.

📌 Sr Account Manager (Bengaluru)
🏢 Solstice Advanced Materials
📍 Bengaluru