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.