Business Development Manager - Custom Chemicals & Institutional Cleaning

Position Summary

Washing Systems, LLC (WSI), now part of the Kao family of companies, seeks a highly self‑motivated Business Development Manager (BDM) for its Custom Chemical Solutions (CCS) Division. The BDM is responsible for driving revenue growth and expanding market share within the custom chemical and institutional cleaning industries, with a focus on specialty chemical products and related formulations. This role will identify new business opportunities, develop strategic partnerships, and cultivate long‑term relationships while collaborating cross‑functionally to deliver tailored solutions.

WSI is the leading provider of innovative products and services to the commercial laundry processing industry. Driven by comprehensive technological innovations, WSI delivers powerful advancements in the cleaning, processing, and disinfection of textiles. Our specialty chemical solutions help protect lives, ensure safe environments, and keep industries moving. While serving North America and Europe, WSI’s global headquarters reside in Ohio, with additional offices across the United States, Canada, and the United Kingdom.

Please visit our website for more information:

• Develop and execute a strategic business development plan to drive growth in custom chemical solutions for hand care and institutional cleaning markets.
• Identify, prospect, and secure new customers across key market segments including distribution, healthcare, food service, education, hospitality, and industrial.
• Build and maintain strong relationships with customers, distributors, and industry partners to support long‑term growth and retention.
• Collaborate with R&D, operations, and marketing teams to translate customer needs into customized chemical solutions and compelling value propositions.
• Manage the full sales cycle from lead generation through contract negotiation and close, including coordination of trials, validations, and implementation support as needed.
• Analyze market trends, customer requirements, and the competitive landscape to inform growth strategies, portfolio focus, and account prioritization.
• Grow existing accounts by identifying cross‑sell, upsell, and solution expansion opportunities.
• Maintain accurate sales forecasting, pipeline management, and reporting aligned with business objectives.
• Represent the company at industry events, trade shows, and customer meetings to strengthen brand presence and industry relationships.
• Support alignment with applicable regulatory requirements and industry standards related to disinfectants, sanitizers, and hand care products.
• Address escalated customer issues related to product availability, performance, or delivery by coordinating with internal teams to deliver timely resolution.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. May perform other duties as assigned.

Required:

• Bachelor’s degree in Business, Chemistry, Chemical Engineering, or a related field.
• 5+ years of business development or sales experience within:
  • Custom chemical manufacturing
  • Institutional cleaning products
  • Hand care, sanitizers, or disinfectants
• Proven success driving revenue growth and securing new business.
• Strong understanding of formulation‑based selling and customer‑specific solutions.
• Experience working cross‑functionally with R&D, operations, and supply chain teams.
• Excellent negotiation, communication, and relationship‑building skills.
• Technical aptitude to understand and communicate chemical formulations, applications, and performance criteria.
• Experience using a CRM system to manage leads, opportunities, pipeline, and sales forecasting.

Preferred:

• Established network within institutional cleaning, healthcare, or commercial laundry markets.
• Experience navigating regulatory environments (e.g., EPA, FDA requirements).

• Specific vision abilities required include close vision, distance vision and ability to adjust focus.
• Frequently required to sit, use hands to handle, or feel, and talk or hear.
• Ability to travel as needed (50% – 75%).

• Corporate working environment.
• Noise level in the Corporate working environment is usually moderate.