Senior Business Development Manager (m/f/d) – Commercial Refrigeration (Southern Europe)

Join the Future of Sustainability at Solstice Advanced Materials

At Solstice (Nasdaq “SOLS”), we focus on advancing innovation to improve what matters most to our Customers and to Society. Marketed under the Solstice® brand, our extensive range of refrigerants, propellant and blowing agent solutions enable eco-efficient, sustainable and decarbonized heating and cooling, high-performance insulation for buildings and cold chain infrastructure, and aerosol medication.

Unleash Your Potential as Senior Business Development Manager in Commercial Refrigeration

An exceptional and exciting career opportunity awaits you as a Senior Business Development Manager to be the driving force of transformation in Commercial Refrigeration and Cold Chain applications.

In this role, your mission is to identify, nurture and win growth opportunities with end-users and system operators in Food Retail, Food Service and Cold Chain, generating demand for our high-performance and eco-efficient Solstice® solutions for refrigeration, cooling and heating systems. You will engage with executives making decisions on refrigeration and HVAC infrastructure, and strategically leverage Solstice's compelling value propositions, centered on sustainability, energy efficiency, operational resilience, and total cost of ownership. Other key influencers in this ecosystem will be OEMs and wholesalers supplying commercial refrigeration equipment and components, engineering consultants, refrigeration contractors and installers. You will drive the development of new business models and breakthrough initiatives.

Reporting to the Sales & Business Development Leader OEM & Food Retail Europe, the role will cover Southern Europe (Spain, Italy, Portugal, Greece, Cyprus, Malta and the Balkan area) and be based out of Spain.

Key Responsibilities:

• Identify new customer and project opportunities that will drive growth for Solstice® sustainable refrigerant solutions in the Commercial Refrigeration and Cold Chain applications (Food Retail, Food Service, Cold Storage).
• Create senior level & C-suite engagement with key end-users, OEMs, consultants, contractors and installers, and forge strategic partnerships in the value chain for mutual growth.
• Educate market stakeholders on regulations which are currently, and potentially in future, impacting their business and their operations.
• Drive customer projects from inception to closure with a sense of urgency; collaborate internally with Sales, Technical and Marketing teams.
• Develop a robust opportunity pipeline aligned with our strategic goals, and implement structured account plans for your main market stakeholders.
• Manage accurately & timely your sales opportunity pipeline in SFDC (salesforce.com) and meet the Sales Excellence metrics.
• Contribute to revenue generation in your territory to meet or exceed sales & profitability targets as per our AOP (annual operating plan) and NPI/BTI (New Product Introduction / Breakthrough Initiatives) targets.
• Collect and share market and competitor intelligence across the value chain.
• Participate in relevant industry associations, trade events and meetings and engage stakeholders to promote Solstice® sustainable refrigerant solutions.

You Must Have:

• A pioneer and hunter mentality, tenacity, and a resilient mindset, able to positively deal with adversity and overcome challenges.
• >10 years of B2B sales and/or business development experience in a multinational context.
• Spoken and written Spanish and English is essential; the ability to speak Italian or other European languages is advantageous.
• Strong Customer focus, ability to understand and clearly articulate value propositions, to analyze customers’ needs and use consultative selling skills to solve problems and create customer value.
• Strong networking, influencing, negotiating and closing skills, paired with sharp organization & project management skills.
• Commercial and financial acumen – ability to understand CapEx, OpEx, Return on Investment, Total Cost of Ownership concepts.
• Excellent presentation & written communication, and interpersonal skills.
• Readiness to travel frequently (40-50%).

We Value:

• Experience in selling value-based Commercial Refrigeration solutions into the Food retail, Food Service and Cold Chain ecosystems.
• Experience in dealing with regulated products and with political/policy topics impacting business.
• Adaptability and the ability to move from the strategic to the tactical as the situation dictates.
• Ability to work collaboratively in a diverse cultural team and in a matrix environment.
• Ability to take initiative and work with limited direction.
• Ability to influence across a broader organization.
• Ability to work remotely.

Join Our Inclusive Community

We are an equal opportunity employer and value diversity within our company. We do not discriminate against anyone based on ethnicity, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability.

We ensure that individuals with disabilities are provided reasonable accommodations to participate in the application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.