Hospitality Sector Lead

Solenis; Jakarta Pusat; On-site; IDR 400,000,000 - 700,000,000; Full time

Job summary

Solenis is seeking a Sales Manager in Indonesia to lead a country-level sales team responsible for ware washing, laundry and housekeeping accounts. The role emphasizes performance management, account retention and new business, with direct oversight of Territory Managers and strong emphasis on margins and cash flow.

The ideal candidate brings 7+ years in B2B sales, excellent negotiation and presentation skills, and willingness to travel up to 80%.

Qualifications

• Bachelor’s degree or higher, preferably in engineering or food science.
• Minimum 7 years in B2B sales, concept selling, and field sales operations.
• Strong presentation and negotiation skills.
• Financial acumen with pricing and margins experience.
• Willingness to travel up to 80%.

Responsibilities

• Own and manage programs for sales performance, profitability, and cash-flow.
• Conduct margin analysis and develop growth plans for expansion.
• Lead customer negotiations and manage territory sales.
• Coordinate with HR to train and develop talent; replace when necessary.
• Develop competitive intelligence and share with directors.
• Ensure territory design aligns with market opportunities and talent.

Skills

Relationship management

Negotiation

Interpersonal skills

Presentation skills

Financial acumen

Team leadership

Travel readiness

Education

Bachelor’s degree or higher

Engineering or food science preferred

Tools

Word

Excel

PowerPoint

Job description

About us

In July 2023, Diversey was bought by Solenis. The agreement unites two of the industry’s heavyweights with activities in related and highly complementary markets. Solenis produces sustainable specialty chemicals for water-intensive industries, while Diversey specializes in providing solutions and technologies within cleaning, hygiene and infection prevention.

With the acquisition, Solenis has activities in over 130 countries, with 71 production facilities and over 15,000 employees. In 2024, Solenis is Recognized as a US Best Managed Company for the third consecutive year. For over 100 years, we at Diversey have worked to further develop and adapt our wide range of cleaning and hygiene solutions.

Our solutions include everything from patented cleaning agents, dosing and dispensing equipment, floor machines, digital monitoring systems, services and advice. Business we serve: Facility Management, Building Service Contractors, Foodservice, Hospitality, Public Sector, Healthcare, Channel Partners etc. We are green at heart and working with sustainable development as a very comprehensive concept that deals with both environmental, economic and social aspects.

Thanks to our long history as a market leader in hygiene, infection prevention and cleaning solutions, the name Diversey has today become synonymous with quality and credibility.

As an employee

At Diversey, we have a culture with focus on diversity, inclusion, well-being, flexibility and orderliness - where we respect each other, where we as a company have employed the whole person, and where there is room for and understanding of the whole person. We value the great importance of a good social environment, and we prioritize a safe working environment where you can feel safe and comfortable. Employee satisfaction and engagement is very important to us - we want to make sure that you develop and stay with us for many years.

About the role

The Sales Manager position is a high visibility position with profit and loss responsibility for the area while directly managing Territory Managers (site level sales representatives). This position will focus on leading and directing the assigned sales team within a country. Manager will work intensely on sales performance management, talent development, account retention and acquisition, developing senior site level customer relationships and meeting sales and margin objectives.

Responsibilities

• Own and manage all programs related to sales performance, account profitability, and cash-flow improvement.
• Conduct opportunity analysis for margin enhancement.
• Establish and execute growth plans for organic expansion and new account acquisition.
• Lead key customer negotiations.
• Hold regular team meetings or calls to manage working capital, sales funnels, and project execution.
• Develop, retain, and acquire talent using training tools and team development mechanisms.
• Analyze territory design and sales role assignments based on market opportunity and talent availability.
• Deliver on-the-job training and monitor employee performance.
• Document performance issues and collaborate with HR to ensure role alignment or replacement if necessary.
• Promote self-development and identify training opportunities for sales professionals.
• Compile and share competitive intelligence with business directors or sector leaders.
• Analyze customer data for process and experience improvements.
• Prepare reports on competitive environment, sales opportunities, product/service enhancements, and recommendations for lead generation and sales effectiveness.
• Coordinate with TCS to ensure service support for area accounts.
• Facilitate development of key competencies (e.g., selling skills, technical skills) through onboarding programs.
• Ensure Territory Managers are trained and capable of servicing ware washing, laundry, and housekeeping accounts.
• Collaborate with Corporate and Strategic Account Managers to ensure account support is delivered as agreed.

Requirements

• Education : Bachelor’s degree or higher, preferably in engineering or food science.
• Experience : Minimum 7 years in B2B sales, concept selling, senior relationship management, and field sales operations.
• Skills & Qualifications :
  • Excellent interpersonal and communication skills (written and spoken).
  • Strong presentation skills with the ability to convey complex information.
  • Financial acumen with experience managing pricing and margins.
  • Problem-solving skills with the ability to implement actionable decisions.
  • Strong organizational and time management skills; ability to multitask and adapt.
  • Proficiency in Microsoft Word, Excel, and PowerPoint.
  • Ability to follow processes and communicate effective for implementation.
  • Self-starter with confidence to take calculated risks and collaborate transparently.
  • Proven consultative sales and negotiation skills, with ability to coach others.
  • Willingness to travel up to 80%.
  • Ability to work independently and confidently with senior management.

Solenis is committed to fostering an inclusive workplace and is proud to be an Equal Opportunity Affir ...