Lead Account Manager

Business Development Lead – Specialty Additives (India)

Location: Mumbai, India 

Business: Specialty Additives – Solstice Advanced Materials 

Reporting To: Sales Director, ESM India

Role Overview

We are seeking a highly motivated Business Development Lead – Specialty Additives to drive market expansion and business growth across India. This role will be responsible for developing and executing growth strategies, identifying and commercializing new opportunities, strengthening channel partnerships, and expanding Solstice Specialty additives presence in key market segments like Paints & Coatings, Adhesives, Inks, and Asphalt.

The successful candidate will combine strategic thinking with strong commercial execution, leveraging industry expertise and customer relationships to accelerate growth while enhancing Solstice’s market position.

About Specialty Additives

Specialty Additives are low molecular weight and micronized polyethylene-based polymers and copolymer additives that enhance performance characteristics across a broad range of industrial applications. These functional additives support improved processing, durability, surface properties, and overall product performance in numerous end-use industries.

Key Responsibilities
Market Development & Growth Strategy
•Develop and execute market development strategies to drive sustainable growth for the Specialty Additives portfolio in target industries across India.
•Identify emerging market trends, customer needs, and application opportunities to expand the business in target industries.
•Develop long-term regional growth plans aligned with business objectives and market dynamics.
•Partner with Strategic Marketing and Global Business teams to define growth priorities, market positioning, customer segments, and competitive strategies.
 

Business Development & Commercial Execution
•Build, manage, and convert a robust pipeline of new business opportunities, accounts, and projects.
•Identify and secure new customers while expanding existing customer relationships.
•Drive commercialization of new opportunities through direct customer engagement and distributor partnerships.
•Develop business cases and growth initiatives that increase revenue, profitability, and market share.
 

Customer & Executive Relationship Management
•Establish and maintain strong executive-level relationships with key customers, strategic partners, distributors, and industry stakeholders.
•Engage across multiple customer functions, including technical, procurement, manufacturing, and executive leadership teams.
•Understand customer challenges, strategic priorities, and growth plans to position value-added solutions effectively.
•Influence customer decision-making by demonstrating the value of Solstice solutions through sustainability benefits, performance enhancement, and total cost of ownership advantages.

Distributor & Channel Management
•Develop and strengthen channel partnerships to accelerate market penetration and customer acquisition.
•Enable distributors with the tools, training, and commercial support required to successfully commercialize Specialty Additives products.
•Establish growth plans and performance objectives with channel partners to maximize business results.
 

Cross-Functional Collaboration
•Collaborate closely with Product Management, Technical Sales, Marketing, Supply Chain, and Customer Service teams to execute business plans.
•Support the development and implementation of go-to-market strategies for new products, applications, and partnerships.
•Facilitate alignment across regional and global stakeholders to ensure successful project execution and customer satisfaction.
 

Market Intelligence & Thought Leadership
•Monitor industry trends, competitive activity, regulatory developments, and emerging technologies that may impact market opportunities.
•Provide market insights and strategic recommendations to leadership to support future growth initiatives.
•Represent Solstice Advanced Materials at industry associations, conferences, trade exhibitions, and customer events to enhance visibility and thought leadership.

Qualifications

Education
•Bachelor’s degree in engineering, Chemistry, Materials Science, Polymer Science, or a related field.
•MBA or equivalent postgraduate business qualification preferred.
 

Experience
•8 years of experience in Business Development, Sales, Channel Management, or related commercial roles.

•Strong understanding of one or more target industries:
-Paints & Coatings
-Inks
-Adhesives
-Asphalt

•Experience developing new business opportunities and managing complex customer relationships.
•Demonstrated success in driving growth through direct sales and distributor-led business models.
•Experience working within a matrix and collaborating across multiple stakeholder groups.

Core Competencies
•Strategic and commercial mindset with strong business acumen.
•Proven ability to influence decision-makers and build executive relationships.
•Strong analytical and problem-solving capabilities.
•Excellent communication, presentation, and negotiation skills.
•Results-oriented with a strong sense of ownership and accountability.
•Self-starter who thrives in a dynamic, fast-paced business environment.
•Ability to manage multiple priorities and deliver results under tight timelines.

Travel Requirements
•Willingness and ability to travel extensively across India