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 FocusThe 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.