• *Senior Manager Business Development - Delaware

    Job Locations US-DE-Wilmington
    Posted Date 1 week ago(1/16/2019 12:22 PM)
    Workday Req Number
    # of Openings
  • Overview

    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.


    Solenis completed the acquisition of TopChim, a provider of environmentally friendly barrier coatings for the paper industry in March of 2018. TopChim has successfully commercialized replacements for wax and polyethylene coatings in Europe and Solenis intends to globalize their offering starting in North America.

    The Business Development Manager – Barrier Coatings will be responsible for leading all aspects of developing and growing the TopChim offering in North America primarily and support additional extension opportunities in Latin America and Asia Pacific as needed.

    The Business Development Manager – Barrier Coatings will lead and coordinate the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

    Key Deliverables:

    1. Primary focus – get NA business for TopChim Barrier Coatings up and running, provide input for LA and AP as required.
    2. Knowledge Transfer:  Market & Technology
      1. Current NA market knowledge, key players, contacts, competitive landscape (SWOT, Gap Analysis, Sales Strategy)
      2. End use requirements and barrier application technology for paraffin wax and polyethylene film replacement for all applicable grades & application technologies.
      3. Help to identify partners (pilot facilities, equipment suppliers, customers), adjacencies, acquisitions, technology development opportunities to build a stronger, more competitive offering in less time.  
    3. Coatings and Barriers Team Development - Use experience and skill set to help Solenis create & manage the right sales channels to market, business support structure, deploy the right people in the right roles to address our target markets, and  facilitate the right training to deliver our growth goals.
    4. Supply Chain – Work closely with Product Management utilizing knowledge & contacts to assist in setting up the right suppliers, blending/toll manufacturing partners, and manufacture “in house” where it makes sense.
    5. Market Strategy and Technology Development
      1. Maintain intimate knowledge of the markets and advocate strategy to deliver growth goals
      2. Identify key players in the value chain and develop contact strategy
      3. Map competitive landscape via SWOT analysis and identify optimal product introductory strategy
      4. Work with commercial team to build and refine business plans
      5. Tight collaboration with Marketing, Product Management, Applications, and R&D to facilitate robust technology development.

    The main duties of the Business Development Manager are summarized as follows:

    New Business Development

    • Prospect for potential new clients and turn this into increased business.
    • Cold call as appropriate within the North America barriers market to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
    • Identify potential clients, and the decision makers within the client organization at all levels of the value chain including key end users and specifiers.
    • Set up meetings between client decision makers and company’s practice leaders/Principals.
    • Plan approaches and pitches. * Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
    • Participate in pricing the solution/service.
    • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
    • Present an image that mirrors that of the client.

    Business Development Planning

    • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
    • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
    • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
    • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

    Management and Research

    • Ensure that data related to growth opportunities for barrier coatings are accurately entered and managed within
    • Forecast sales targets and ensure they are met by the team.
    • Track and record activity on accounts and help to close deals to meet these targets.
    • Present business development training and mentoring to account managers, business developers and other internal staff.


    • Bachelor’s degree
    • 10+ years of sales or marketing experience.
    • Prior knowledge and experience in the barrier coatings market is a requirement.


    Other Skills

    • Networking
    • Persuasion
    • Prospecting
    • Public Speaking
    • Research, Writing
    • Closing Skills
    • Motivation for Sales
    • Prospecting Skills
    • Sales Planning
    • Identification of Customer Needs and Challenges
    • Territory Management
    • Market Knowledge
    • Meeting Sales Goals
    • Professionalism
    • com
    • Microsoft Office



    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-JD1


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