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, Quali. Chem, Advent, SD Fine, Express. Solv, or similar organizations. Travel Requirements Willingness to travel extensively across India. Frequent interaction with customers, distributors, channel partners, and industry stakeholders.