Sales Manager – Wholesale & Distribution (Cash & Carry Focus)

Job Title: Sales Manager – Wholesale & Distribution (Cash & Carry)

Company: Diversey Spa, part of the Solenis Group

Location: Remote in the Milan area with travel to the office weekly in Bagnolo Cremasco (CR)

Team:Sales – Distribution

Industry:B2B – Professional Cleaning Products, Diversey and Unilever Brands

Role Description

The Sales Manager for the Non Delivered Trade (NDT) and Cash & Carry (C&C) channel is responsible for leading the national commercial strategy, ensuring the achievement of sales, margin, and channel development targets. This role plays a key part in transforming the NDT channel, directly contributing to the growth and commercial innovation of Diversey Italy’s distribution network.

The position involves direct management of relationships with national purchasing groups and assigned clients, as well as coordination of a National Distributor Account Manager. The manager also oversees a sales network and supports local NDT/C&C clients within other national sales teams.

This role is part of a structured and dynamic multinational B2B organization operating in the professional production and distribution sector, with a strong focus on growth and innovation.

Company Background

Diversey Italy is part of the Solenis Group, a global leader in specialty chemical solutions and services for water management, hygiene, and infection prevention. The merger between Diversey and Solenis, completed in 2023, created an integrated group operating in over 130 countries, with 71 production facilities and more than 16,500 employees worldwide.

This strategic integration has strengthened the group’s ability to offer comprehensive and sustainable solutions for professional cleaning, sanitation, and food safety, with a “one-stop shop” approach tailored to B2B clients in industrial, healthcare, HoReCa, and retail sectors.

Key Responsibilities

• Identify business opportunities and define/implement the commercial strategy for the NDT and C&C channel in Italy
• Manage contract negotiations and maintain strong relationships with national purchasing groups or headquarters
• Directly manage strategic clients and develop long-term commercial relationships
• Support the national sales network in managing local NDT and C&C clients
• Research and acquire new clients and distribution channels
• Conduct market analysis and continuously monitor competitors to identify opportunities and threats
• Manage contribution budgets and monitor the effectiveness of promotional levers
• Coordinate and provide operational support to a commercial resource (National Distributor Account Manager)
• Collaborate with the entire sales team and with marketing, trade marketing, supply chain, and finance functions to ensure strategic and operational alignment
  
  

Specific Requirements

• Degree in Economics, Marketing, or related fields
• Solid experience (minimum 5–7 years) in national or multi-regional sales leadership roles in the B2B sector, preferably in the Cash & Carry and/or large-scale retail channel
• In-depth knowledge of NDT/C&C channel dynamics, including promotional strategies, assortments, pricing, and contribution management
• Direct experience in negotiating with purchasing groups and managing national contracts
• Advanced analytical skills and proficiency in data management and analysis tools (Salesforce, advanced Excel, or commercial CRMs)
• Experience in managing resources, direct reports, or work teams
• Strong results orientation, ability to work towards objectives, and manage complex budgets
• Excellent communication and interpersonal skills, with the ability to influence internal and external stakeholders
• Excellent written and spoken English and Italian
• Ability to interact with colleagues outside Italy and participate in international group projects
• Flexibility and willingness to travel nationally
  
  

Required Soft Skills

• Leadership and the ability to inspire and guide teams and collaborators
• Effective communication, both written and verbal, across various organizational levels
• Advanced negotiation skills and the ability to manage complex relationships
• Strategic thinking and a holistic vision
• Problem-solving and effective issue management
• Time and priority management in dynamic environments
• Adaptability and flexibility to change
• Empathy and emotional intelligence to build strong, lasting relationships
• Data-driven decision-making skills
  
  

What We Offer

• Competitive salary + bonus and benefits
• Strategic role in a dynamic environment with excellent growth opportunities
• Decision-making autonomy and visibility at national and international levels
• Professional development and continuous training
  
  

At Solenis we are committed to an inclusive culture that recognizes and values diversity, where each person is valued for their talent and potential. That's why we work every day to build an inclusive and diverse environment.

#Italia

#Milano

#Diversey

#Solenis