Key Account Director

Solenis is a leading global provider of water and hygiene solutions. The company’s product portfolio includes a broad array of water treatment chemistries, process aids, functional additives, cleaners, disinfectants, and state-of-the-art monitoring, control and delivery systems. These technologies are used by customers to improve operational efficiencies, enhance product quality, protect plant assets, minimize environmental impact, and create cleaner and safer environments. Headquartered in Wilmington, Delaware, the company has 78 manufacturing facilities strategically located around the globe and employs a team of over ~23000 professionals in >160 countries across six continents. Solenis is a 2025 Best Managed Company Gold Standard honoree.

For additional information about Solenis, please visit www.solenis.com or follow us on social media.

SUMMARY

The Key Account Director serves as the primary liaison between the company and its strategic distribution partners. This role is responsible for cultivating strong relationships, driving mutual growth, and optimizing operational performance. The ideal candidate will champion a win/win mindset—ensuring both the company and its distributors achieve shared success through aligned goals, transparent collaboration, and joint value creation.  A key responsibility of this role is to foster seamless collaboration between distributors and internal sales teams to execute high-impact growth strategies, negotiate strategic priorities, and justify investments through financial analysis and ROI-driven decision-making.

WHAT YOU'LL DO:

Distributor Relationship Management

• Act as the main point of contact for assigned distributors, building trust-based relationships that prioritize long-term, win/win outcomes.

• Conduct regular business reviews and strategic planning sessions focused on mutual success.

Growth Strategy & Execution

• Co-develop joint business plans with distributors to drive revenue and market share.

• Align distributor initiatives with internal sales strategies to ensure cohesive execution.

• Facilitate collaboration between distributor and sales teams to maximize territory coverage, lead conversion, and customer engagement.

• Monitor KPIs and performance metrics to ensure targets are met or exceeded.

• Promote shared accountability and celebrate joint wins to reinforce a partnership-driven culture.

Strategic Negotiation & Financial Justification

• Negotiate company position on pricing, programs, and strategic initiatives with distributors.

• Evaluate and justify distributor-related investments using ROI models and financial analysis.

• Present business cases to internal stakeholders that support distributor growth and operational improvements.

Operational Excellence

• Collaborate with internal teams (supply chain, finance, marketing) to streamline distributor operations.

• Resolve operational bottlenecks in ways that benefit both parties to improve service levels.

• Ensure compliance with contractual terms, pricing policies, and inventory standards while maintaining flexibility for distributor success.

Market Intelligence & Reporting

• Gather and analyze market data, competitive insights, and distributor feedback.

• Provide regular reports and recommendations to senior leadership.

• Stay current on industry trends and regulatory changes impacting distribution.

WHAT YOU'LL BRING:

• Bachelor’s degree in Business, Marketing, Supply Chain, or related field (MBA preferred).

• 5+ years of experience in distributor/channel management, preferably in a corporate setting.

• Proven ability to lead cross-functional collaboration between external partners and internal teams to drive consistent sales growth and operational excellence.

• Strong understanding of sales strategy, operations, and partner ecosystems.

• Excellent communication, negotiation, and relationship-building skills.

• Proficiency in CRM and negotiation skills; data-driven mindset.

WHAT SUCCESS LOOKS LIKE:

• Distributors and internal sales teams operate in sync, executing joint growth strategies effectively.

• Strong, collaborative relationships with internal and external stakeholders.

• Win/win partnerships are evident through shared KPIs, co-investment in growth, and mutual satisfaction.

• Distributors consistently meet or exceed sales and operational targets.

• Operational issues are proactively identified and resolved with shared benefit in mind.

WHAT WE OFFER:

• Comprehensive benefits package including medical, dental, and vision insurance available from day one

• 401(k) with matching

• Paid time off

• Learning and development opportunities

• Rich company culture

#LI-DS1

#remote

GENERAL SCOPE:

Manages an assigned account, or group of accounts, with the primary responsibility to create value for the assigned customers through the technical service they provide; and identifying new product opportunities and selling to existing customers. A Sales Service Professional’s sole focus is to maintain revenue, price capture and to improve gross profit. A Sales Service Professional may work on attaining new business where appropriate, but that is not their primary assignment or job responsibility.

KNOWLEDGE:

Requires extensive knowledge in specialized functions.  A wide and comprehensive acquaintance with, and understanding of, both general and specific aspects and the technical phases of the job and their practical application to complex problems and situations ordinarily encountered.

JOB COMPLEXITY:

Usually works without established procedures, performing a wide variety of nonstandard complex tasks using advanced techniques and requiring extensive knowledge of discipline. Analyzes requirements for special projects and recommends methods and processes to accomplish.  Supports the design/development of new or modified equipment or methods/systems for improved performance through analysis and check-out. Evaluates and resolves calibrating and troubleshooting problems. Leads and mentors others and lower level employees, may assign work and schedule work flow.   

IMPACT:

Impact of work significant to assigned area. Erroneous work product would normally result in failure to achieve schedule, and potentially affect mission success.

We understand that candidates will not meet every single desired qualification.  If your experience looks a little different from what we’ve identified and you think you can bring value to the role, we’d love to learn more about you.

At Solenis, we understand that our greatest asset is our people. That is why we offer competitive compensation, comprehensive benefits which include medical, dental, vision & 401K, 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.  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 talentacquisition@solenis.com

The expected compensation range for this position is between $88,850.00 and $148,100.00 plus discretionary bonuses. The exact compensation may vary based on your skills, experience and other factors permitted by law.