*District Manager - Pulp and Paper - Arkansas

US-AR-Pine Bluff
2 weeks ago(1/2/2018 11:55 AM)
Requisition #
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Solenis is a leading global manufacturer of specialty chemicals for the pulp, paper, oil and gas, chemical processing, mining, biorefining, power, and municipal markets. The company’s product portfolio includes a broad array of process, functional and water treatment chemistries as well as state-of-the-art monitoring and control systems. These technologies are used by customers to improve operational efficiencies, enhance product quality, protect plant assets, and minimize environmental impact. Headquartered in Wilmington, Delaware, the company operates 30 manufacturing facilities strategically located around the globe and employs a team of 3,500 professionals in 118 countries across five continents. For additional information about Solenis, please visit|Twitter | LinkedIn.


Solenis is staffed with great minds and powered by ingenuity. When you join the Solenis team, you become part of a global community of 3,500 experts who work together to provide advanced process and water treatment solutions. Our team members take pride in their ability to think dynamically and help solve our customers’ unique challenges. If you’re interested in becoming a part of our elite team, please explore our current career opportunities.


The District Sales Manager (DM) is responsible for driving sustainable profitable sales growth, demonstrating operational excellence and maintaining delivery of the territory revenue and profit business plan (BP).  The DM is expected to develop the people, invest in their skill set development, manage the accountabilities of district personnel and utilize the resources effectively.  Ideal candidates will be expected to have proven track records in employee retention and sales growth.


Drive Sales Growth

  • Establish accurate team sales targets and manages individual account manager sales performances
  • Lead, develop and define effective sales strategies that are aligned with BP and contingency plans to overcome all obstacles that could interfere with achieving BP
  • Executes defined strategy and Account Sustainability Audits (ASA process) to achieve zero lost business to the competition
  • Drive revenue growth achieving or exceeding BP
  • Drive account management excellence initiatives, including documented customer delivered value using the CVA – Customer Value Assurance planning process / tool and uses documented value delivered to achieve pricing and profitability business objectives
  • Routinely travel and communicate with account managers and area managers.  Interfaces with customers and reviews sales performance, local relationships, and overall account stability
  • Develop and owns relationships with senior customer personnel, i.e. Site Mill/Plant Manager
  • Consistently communicate sales plans and sales performance to senior business leaders at Solenis and provides timely feedback to Technology and Marketing departments based on client opportunities

Demonstrate Operational Excellence

  • Lead a strong safety culture and drives to a zero incident culture on their team 
  • Manage a robust professional development plan for their team
  • Maintain a zero uncontrolled employee turnover focus
  • Administer  robust employee recruitment funnel for territory expansions and replacement of promotions
  • Develop future leaders on their team to step up into leadership roles
  • Develop a territory strategy that provides ‘back-up’ plans for account coverage during rep changes
  • Build a strong team atmosphere and culture for success that drives loyalty and team spirit and diversity
  • Maintain a strong performance coaching culture for talent development for themselves and their team, recognizes customer relationship and employee performance issues and acts quickly to correct, and leads and embraces personal skill development for long term high performance, not short term gain
  • Drive team best practice process utilization, including SFDC, sales planning and customer value tools

Maintain Profitable Growth

  • Manage revenue gross profit vs. BP
  • Consistently manage territory within SG&A budget as a % of sales
  • Establishe and executes on a price increase strategy for all district customers
  • Manage initiatives to administer inventories at or below targets
  • Drive new innovation technologies for all customer and prospect opportunities to maximize profitability
  • Manage team to deliver exceptional A/R performance verses targets
  • Proactively manage customer contracts and contract renewals with advantageous terms and conditions
  • Avoid customer contract bids and RFQ’s with strong  documented customer delivered value performance


  • Bachelor's Degree. Bachelor's degree in a physical or life science is preferred.  MBA is a plus.
  • 10+ years of successful sales or business development experience calling on multi-level plant or facilities management, and developing executive-level relationships within heavy industry.   Pulp & Paper industry experience is preferred.
  • 8+ years of experience building, leading, and managing high performing sales teams.
  • 5+ years of successful technical sales or outside sales experience utilizing a consultative sales approach.
  • In-depth knowledge of Solenis products/applications/systems offered is preferred.
  • Strong leadership and coaching interests and abilities
  • Excellent interpersonal and communication skills #LI-EN1

At Solenis, we understand that our greatest asset is our people. That is why we offer competitive compensation, comprehensive benefits and numerous opportunities for professional growth and development. So, if you are interested in working for a world-class company and enjoy solving complex challenges, whether in the lab or the field, consider joining our team.



Solenis is proud to be an Equal Opportunity Affirmative Action Employer, including Minorities / Women/ Veterans / Disabled. 


Solenis is proud to be an Equal Opportunity Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.


Should you require assistance in applying to this opportunity, please reach out to Solenis Talent Acquisition at 1-888-756-2701. #LI-EN1


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