Business Development Manager- Dairy, MENA

ABOUT SOLENIS

Solenis is a leading global producer of specialty chemicals focused on partnering with water-intensive operations to solve complex water treatment, process improvement and hygiene challenges with advanced chemical and equipment solutions for consumer, industrial, institutional, food & beverage, and recreational pool and spa water markets.

The product portfolio of Solenis includes a broad array of water treatment chemistries, process aids, functional additives, and cleaners and disinfectants, 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, minimize environmental impact, and create cleaner and safer environments.

Headquartered in Wilmington, Delaware, USA, the company has 78 manufacturing facilities strategically located around the globe and employs a team of over 23,000 professionals in 160 countries across six continents. Solenis has been recognized as a Best Managed Company for 4 consecutive years and was named as 2024 Best Managed Company Gold Standard Winner.

Position Name: Business Development Manager- Dairy, MENA

Business: F&B

Location - Riyadh, Saudi Arabia

Key Responsibilities

Account Management – Management of existing accounts and organic growth. 

New Business Development – Developing target prospects and making contact, developing opportunities, preparing & presenting proposals and winning new business.

Responsible Care,

Environment, Health & Safety

(In accordance with Ashland EHS and Responsible Care policies)

• To follow all EHS policies and procedures
• To follow all environmental policies and procedures
• To report all accidents, incidents and near misses to their supervisor
• Promote Responsible Care principles
• Participate in training as required
• Participate in consultation on all EH&S related matters
• Maintain hygiene at all times

People

(Outline the scope with which this position deals with people)

This position requires cooperation and planning with business management, commercial, technical, financial & administration, and equipment as well as account managers and service technicians in the field to ensure that the needs of the business and customers are consistently met.

The incumbent is expected to use his/her experience and industry knowledge to provide day to day leadership of the people working in Africa on commercial and technical functional areas.

Communications

(Expected communications that this role should undertake as part of the position)

• One on one inter-relationship and cooperation with all field staff.
• Minimum monthly reports, weekly telecons (Sales Meetings) as required with business managers
• Reports and documentation as required.

Specific Accountabilities

(An in depth description of the exact tasks and responsibilities of this position. This may be broken down under sub-headings)

• Identify and qualify new business opportunities across various segments of the Food & Bevereage, including exploration, production, and development.

• Develop & maintain relationships with potential clients, partners, industry stakeholders, including Dairy & Agricompanies, service providers, government agencies.

• Conduct market research and analysis to identify emerging trends, opportunities, and challenges within the Dairy & Agri landscape.
• Prepare compelling proposals and presentations to showcase our company's capabilities and solutions, addressing specific needs and challenges faced by Dairy & Agri players.
• Negotiate and close contracts with new clients for the provision of Dairy & Agri services or solutions.
• Manage the sales cycle from lead generation to contract signing, ensuring effective communication and coordination with internal teams.
• Support the execution of Dairy & Agri projects by collaborating with internal teams (engineering, operations, etc.) and external stakeholders.
• Stay up-to-date on the latest developments & regulations in the Dairy & Agri, incl. technological advancements, market fluctuations, & geopolitical factors.
• Travel as required to meet with clients, attend industry events, and participate in conferences.

• Managing existing accounts as allocated ensuring satisfaction and ongoing profitability by professional and effective account management processes and skills designed to deliver and exceed customer expectations and adding value

• Managing prospects effectively and making contacts within the allocated targets and markets.  Working with support groups to establish, maintain and prioritize an accurate and current prospect list.

• Providing professional on-site service work to customers incl. water analysis and testing as required, ensuring water treatment programs are controlled according to design parameters and that performance criteria is strictly monitored and achieved

• Working with other team members and resource groups as necessary to ensure that customer deliverables are met and maintained

Person Specification

(The specific and desirable criteria that the person holding this position ideally needs to fulfil e.g. skills, experience, qualifications etc)

• Undergraduate degree in engineering, food science, chemistry or any related sciences
• Minimum of 5 years of experience in business development, ideally in B2B
• Proven track record of identifying and closing new business deals in the B2B environment. Strong understanding of Dairy & Agri, value chain, key players, and market dynamics.
• Should have experience and understanding of Dairy & Agri industrial processes
• Excellent communication, presentation, and negotiation skills.
• Strong analytical and problem-solving abilities.
• Ability to travel as required.
• Experience working in a fast-paced and dynamic environment.
• Bilingual proficiency English and French preferred
• Must be fully computer literate, i.e. MS Word, Excel, PowerPoint, etc