Sales Manager- Specialty Chemicals Gradiant

1. Client Relationship Management

• Serve as the primary point of contact for key and strategic accounts.

• Build and maintain long-term relationships with decision-makers across operations, maintenance, technical, and procurement teams.

• Conduct regular site visits across KSA to understand customer systems and operational challenges.

• Understand clients’ water treatment systems, dosing requirements, and process constraints.

  
  

2. Technical Sales & Solution Customization

• Provide technical consultation on water treatment chemical selection and optimization.

• Conduct structured water analysis and collaborate with internal technical teams to recommend tailored treatment programs.

• Present solutions addressing scale control, corrosion inhibition, microbial control, and regulatory compliance.

• Conduct new product trials to expand business footprint and improve customer performance.

• Position value-driven solutions focusing on OPEX reduction, asset protection, and operational reliability.

  
  

3. Strategic Value Selling & Competitive Penetration

• Identify both expressed and latent customer problem statements through structured site assessments.

• Uncover performance gaps, scope exclusions, or underserved applications within accounts managed under long-term pricing agreements.

• Develop strategic entry points by capturing niche or leftover applications not effectively addressed by incumbent suppliers.

• Introduce ancillary dosing-related equipment and minor capital items (dosing pumps, controllers, skid packages, monitoring accessories) as low-barrier entry solutions to:

  • Establish technical presence

  • Build customer trust

  • Generate incremental revenue

  • Strengthen long-term positioning

• Maintain engagement during early-stage evaluation and qualification phases through consultative follow-ups and performance reporting.

  
  

4. Business Development within Existing Accounts

• Manage contract renewals, pricing negotiations, and service-level agreements.

• Expand business organically within customer facilities.

• Maintain profitability through disciplined pricing and margin management.

• Secure short-cycle wins to meet quarterly and half-yearly revenue targets while building long-term contracts.

  
  

5. Channel Development & Strategic Market Expansion

• Identify, evaluate, and appoint potential Channel Partners and Distributors across KSA.

• Develop structured channel strategies to penetrate mid-level industries including:

  • District Cooling Plants

  • Data Centers

  • Large Water & Wastewater Treatment Plants

• Establish entry pathways into high-level industries including:

  • Refineries (Oil & Gas)

  • Utility and Process Applications

• Support partners through joint visits, technical positioning, and tender participation.

• Monitor partner performance through defined KPIs and structured reviews.

  
  

6. Manufacturing Collaboration & Regulatory Alignment

• Act as the company’s commercial and technical representative within the premises of the existing manufacturing partner in KSA.

• Work closely with the partner’s production, quality, logistics, and HSE teams to align sales commitments with manufacturing capabilities.

• Coordinate forecasting, raw material planning, inventory alignment, and delivery schedules.

• Ensure supplied products meet agreed specifications and applicable regulatory requirements within the Kingdom.

  
  

7. Business Case Development & Trial Strategy

• Develop structured business cases to secure stakeholder confidence for:

  • New product trials

  • “Cure – No Pay” performance-based programs

  • Free-of-charge pilot trials

  • Paid validation trials based on customer profile

• Apply sound commercial judgment in selecting appropriate trial models.

• Present technical and financial justification to both internal management and external customer stakeholders.

  
  

8. Revenue Accountability & Pipeline Development

• Commit to delivering a minimum SAR 6 Million revenue target in Year 1 through:

  • Specialty chemicals

  • Commodity chemicals

  • Minor dosing and monitoring equipment

• Actively participate in public and private tenders to build a robust pipeline for subsequent years.

• Balance long-term tender opportunities with immediate revenue-generating activities.

• Provide structured reporting on pipeline, risks, and forecast accuracy.

  
  

9. Organizational Build-Up & Future Team Development

• Initially operate as a single-point commercial and technical lead within KSA.

• Take full ownership of business growth during the start-up phase.

• As revenue scales, identify resource needs and participate in recruitment and onboarding of additional sales and service personnel.

• Establish scalable processes and performance standards to support future team expansion.

  
  

10. Market Presence & Executive Engagement

• Travel extensively across KSA to maintain strong physical customer presence.

• Organize and lead industry-focused seminars and town hall style customer engagement events to present:

  • Core product portfolio

  • Technical value propositions

  • Case studies

  • Emerging technologies

• Build executive-level visibility and strategic positioning within key industries.