Key Account Director

Solenis

1d • $88,850 - $148,100 • Remote

About The Position

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.

Requirements

• 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.

Nice To Haves

• MBA preferred

Responsibilities

• 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.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director