Job Summary

The Corporate Account Manager is responsible for growing & maintaining a portfolio of existing national or international corporate account contracts while developing relationships with and winning new customers. The successful CAM develops and implements plans to create ongoing improvement in customers’ operations and converts that value into enhanced returns for the division.  This includes communicating Ecolab’s total solution approach across multiple levels in accounts and working with CAMs across other Divisions and Countries.

Business Planning & Review
•    Meet established sales and profitability targets at customer & headquarters level 
•    Identify growth opportunities with targeted action lists & resource plans
•    Coordinate and hold business reviews at identified accounts at customer & headquarters, country, and/or corporate level ensuring agreed action plans are delivered 
•    Monitor and report market intelligence and competitive movement within accounts
•    Build a close working relationship with the Field sales and service teams as well as support functions (CAF, Marketing, R&D, Engineering.)

Account & Contract Management

Develop and maintain customer relationships at all manager/management level, especially senior leadership role in the organization.

Monitor and enforce Ecolab and customer contract compliance

Partner with and coach field employees to ensure initiatives are implemented

Proactively plan, negotiate, and implement annual price increases.

Prepare contract renewal plans, assess competitive position and Ecolab performance to deliver, and negotiate and sign optimal offers in accordance w/internal policies

Address customer survey feedback for account portfolio by market results/format

Maintains ESP/Customer business plans for all key Corporate Account chains.

Customer Value Delivery and Documentation

Is Ecolab’s lead brand ambassador

Identify, propose, deliver and document customer value opportunities.

Leverage field, engineering, and support teams to develop plans to improve customer operations

Utilize reporting data to document customer value delivered

Develop concrete plans to convert customer value created into enhanced returns for ECL

Drive value adding Innovation.

Maintain a detailed ABR/EBR schedule.

Creates and merchandises Ecolab value via the ABR/EBR per the documented schedule in full and on time.

Corporate Account Prospecting

Establish target customer lists and plans for developing/leveraging existing relationships to gain new business

Maintain current customer pipeline information and up-to-date gains/losses reporting

Organize trials; produce and present customer proposals aligned to internal approval process (PCAF)

Negotiate and close new deals; manage contracting process w/Finance & Legal support.

Gain customer agreement on developed conversion and start-up plans

Qualifications

Required

B.S. and/ or Food Science with preference towards technical degree

Preferably 5 years of sales experience

Experience in Food and Beverage industry and Good technical background and understanding of customers processes

Food safety background is of advantage

Experience in dealing with large national and multi-national accounts

Experience in developing and maintaining relations at a senior level within customer account

Experience managing others

Conflict Management

Able to quickly read situations to determine actions necessary to resolve conflict finding common ground to gain cooperation.

Steps up to conflict and sees it as an opportunity to help all parties resolve the issue.

Is nonjudgmental and actively listens.

Knows how to use expertise and experience to facilitate ending conflict.

Political Savvy

Can maneuver through complex situations planning his/her approach accordingly – flexible.

Can persuasively negotiate with all levels in an organization.

Able to develop trust throughout an organization.

Reads people and situations recognizing each are distinctly different.

Strategic Agility

Anticipates existing and potential future customer and resource needs and implications/consequences of decisions.

Comprehends how changes affect other functions or businesses and effectively manages relevant stakeholders.

Analyzes strengths/weaknesses of competitors and emphasizes Ecolab’s differences and value when proposing programs and services to customers.

Creates a business plan related to the customers’ interests, sales opportunities, and Ecolab’s strategic objectives.

Our Commitment to a Culture of Inclusion & Belonging
Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance in all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement. Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin,citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.