JOB DESCRIPTION
Discover how our partnership with customers helps serve 45 billion restaurant meals and clean more than one billion hotel rooms. From restaurants, hotels and long-term care facilities, to schools, commercial buildings and military facilities, Ecolab’s Institutional division provides a comprehensive program of customized cleaning and sanitizing solutions to help meet the specific needs of our customers. Join us and help the biggest and best brands ensure guest safety and satisfaction and protect their reputation.
Our Institutional team powers positive outcomes for customers globally in hospitality, foodservice, long-term care, and other industries by delivering what matters most to them: delighted guests, protected reputations and optimized operations. We build long-lasting relationships through unmatched expertise, science-based guidance and actionable insights in cleanliness, food safety, public health and more. Our work safeguards our customers’ brands, as well as their guests and employees.
We are currently looking for a Corporate Account Manager.
The Corporate Account Manager plays an integral role in Ecolab Institutional division’s strategy to grow our business. You will be responsible for retaining and growing our business with corporate accounts (local & international) within predefined segments of Institutional, in close partnering with local teams and support functions.
Focus areas
1. Retain & Grow - contract extension-renewal
2. Service execution & accountability for Total Value Delivery (TVD)
3. Key Responsibilities
4. Leading the business
5. Build effective business relationships to create value for self, colleagues and customers; own strategic account plan management; develop strong peer networks across field sales, distribution and business support organizations
6. Personally sell Ecolab value proposition of industry-leading programs, technology, information and customer service; focus on selling value and new innovation programs
7. Stay engaged and informed with regard to industry changes and trends, proactively communicate market insights to inform and shape future marketing and value strategy
8. Display strong personal accountability, professionalism and customer/ product expertise at every customer touch point; develop and maintain a strategic account plan
9. Demonstrate knowledge of Ecolab’s portfolio of products/ programs and their applications and instruct customers on use of products, services and equipment; comply with Ecolab sales procedures and protocols
10. Provide data and information to management accurately and timely
11. Live and promote Ecolab’s culture and values internally and vis-à-vis customers, act with integrity and create a positive and inclusive working culture for all associates
12. Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency and innovation
13. Accountable to identify the profitable and strategic customers and networking contacts to ensure profitable growth
14. Lead customer negotiations and reviews, including contractual terms and conditions, KPI’s, pricing, TVD and product portfolio; effectively coordinate product application and on-site trials to penetrate new accounts
15. Own the GTW pipeline, quarterly/ annual sales plan & monthly progress report, validate the GTW impact into the sales report (sanity check)
16. Foster TVD, innovation and continuous improvement practices in the offer and new contracts: generate positive impact on business growth through acquiring new business and supporting new program/ product launches & GMI through the TVD model.
Leading People
17. Demonstrate leadership skills across Corporate Account organizations as well as field sales/ distribution and wider market; establish collaborative relationships internally and externally (customers, prospects, trade organizations) to strengthen productivity, the Ecolab brand and success
18. Share best practices for sales skills and behaviours with team members in corporate accounts, field sales and distribution teams
19. Driving Results
20. Key skills
21. Interpersonal
22. Demonstrated leadership abilities; excellent interpersonal and communication skills (emotional intelligence, empathy). Collaboration and abilities to work in a matrix.
23. Strong entrepreneurial skills; ability to work independently and set own schedule as well as ability to work and partner with diverse associates
24. Proven initiative to improve, innovative and create value
Technical
25. Min. 5 years of experience in a business-to-business field sales environment, ideally previous experience as Ecolab Sales, or similar direct sales and service management role in comparable business-to-business industry
26. University degree in business-related subject preferred
27. Commercial
28. Superior end-to-end sales skills with a proven track record of success in sales development; experience of developing corporate accounts across multiple channels
29. Strong integrity with extraordinary ability to develop relationships with senior customer decision makers within chain accounts
30. Negotiates effectively to find solutions that deliver unique customer value and strong Ecolab profitability
31. Addresses differences and conflict directly and constructively to create win-win solutions
32. Drive customer and other initiatives to completion by following up and/or through in a timely manner
33. Holds self and others accountable for achieving expected results
34. Finance
35. Knowledge of margin structures and P&L
36. Experience with Flat Fee / Capex Spend management
37. Knowledge of OTC process flow and digital tool for claims
38. Technology & Tools
39. Power BI
40. Excel, PowerPoint
41. CRM
42. Digital apps
Language
43. Fluency in English (min. C1-level; written and spoken) and Dutch
44. French or/and German will be a plus
45. Local European language in the focused country
46. Travel as necessary to be around 30% of the time to customers and to work with local teams in the countries (Europe).
About Ecolab:
At Ecolab, we prioritize our talent-first philosophy by creating the most capable and diverse team to excel at our nearly three million customer sites. Building on a century of innovation, our 48,000 associates help deliver comprehensive science-based solutions, data-driven insights and world-class service to advance food safety, maintain clean and safe environments, and optimize water and energy use, and improve operational efficiencies and sustainability for customers in the food, healthcare, life sciences, hospitality and industrial markets in more than 170 countries around the world. Our solutions not only enhance operational efficiency but also contribute to sustainability and public health, making a positive impact on the world. We are committed to eliminating unnecessary complexities and embracing a beginner's mindset, continuously seeking new perspectives and innovative solutions to stay ahead in a rapidly changing world.
Apply today and join one of the most ethical companies with over a hundred years of history.
Join Ecolab and help us protect what’s vital.
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.