Sales & Business Development Manager - Hospitality & Food Service

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 70 manufacturing facilities strategically located around the globe and employs a team of over 23,000 professionals in 130 countries across six continents. Solenis is a 2025 Best Managed Company Gold Standard honoree.

Position Overview

The New Business Sales Development role is responsible for driving new customer acquisition and expanding Diversey’s footprint within the food service and hospitality sectors.

This role focuses on identifying high-potential opportunities such as new openings, rebranding projects, and contract transitions, while delivering value-based hygiene and operational solutions.

The position requires a consultative sales approach, combining commercial execution with operational understanding of customer environments.

Key Responsibilities

• Identify and develop new business opportunities across hotels, restaurants, catering, commercial laundry and contract food service segments

• Execute a structured pipeline development strategy, targeting pre-opening, conversion, and re-contract opportunities

• Build and manage relationships with key decision-makers (GM, Executive Chef, F&B Director, Procurement, HQ stakeholders)

• Conduct site assessments and operational diagnostics to identify hygiene gaps, efficiency opportunities, and cost-saving potential

• Develop and deliver value-based proposals, including total cost optimization (chemicals, labor, water, energy)

• Lead product demonstrations, trials, and conversion projects to secure new accounts

• Collaborate with technical service teams to ensure seamless onboarding and service delivery

• Leverage market intelligence and competitor insights to refine go-to-market strategies

• Maintain accurate pipeline tracking and reporting through Salesforce

• Represent Diversey in key industry engagements and strengthen brand visibility in the market

Candidate Profile / Qualifications

• 3–8 years of experience in B2B sales, business development, or key account management, preferably within hospitality, food service, or related industries

• Proven track record in new business acquisition and pipeline development

• Strong understanding of hotel and F&B operations (kitchen, housekeeping, laundry preferred)

• Ability to conduct consultative selling and solution-based proposals

• Excellent stakeholder management and communication skills

• Data-driven mindset with the ability to translate insights into commercial actions

• Proficiency in Salesforce or similar CRM tools

• English proficiency preferred for regional/global communication

• Self-motivated, target-driven, and comfortable working in a field-based environment

Key Success Factors

• Ability to penetrate accounts where competitors are strongly embedded

• Strong execution of “wedge strategy” (targeting entry points such as pre-opening or conversion)

• Capability to position Diversey as a total solution partner, not just a chemical supplier

• Consistent pipeline generation and conversion into sustainable revenue

• Effective collaboration with internal stakeholders (technical, marketing, supply chain)

Rationale for Role

To accelerate growth in the hospitality and food service sectors, a dedicated new business role is required to:

• Expand market share in accounts currently dominated by competitors

• Capture high-value opportunities during pre-opening, rebranding, and contract renewal cycles

• Strengthen Diversey’s positioning through solution-based and consultative sales approach

• Build a sustainable pipeline of strategic accounts aligned with long-term growth objectives