Corporate Account Manager - Institutional Division (Remote Position)

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.

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.

How You’ll Make an Impact:

• Retain & grow through contract extensions and renewals
• Service execution & accountability for Total Value Delivery (TVD)
• Build effective business relationships; own strategic account plan management; develop strong peer networks across field sales, distribution and business support organizations
• Personally sell Ecolab’s value proposition of industry-leading programs, technology, information and customer service; focus on selling value and new innovation programs
• Stay engaged and informed on industry changes and trends; proactively communicate market insights to inform and shape future marketing and value strategy
• Display strong personal accountability, professionalism and customer/product expertise at every customer touch point; develop and maintain a strategic account plan
• Demonstrate knowledge of Ecolab’s portfolio of products/programs and their applications; instruct customers on use of products, services and equipment; comply with Ecolab sales procedures and protocols
• Provide data and information to management accurately and timely
• 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
• Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency and innovation
• Identify profitable and strategic customers and networking contacts to ensure profitable growth
• Lead customer negotiations and reviews, including contractual terms and conditions, KPIs, pricing, TVD and product portfolio; coordinate product application and on-site trials to penetrate new accounts
• Own the GTW pipeline, quarterly/annual sales plan and monthly progress report; validate GTW impact into the sales report
• Foster TVD, innovation and continuous improvement practices in the offer and new contracts; support new program/product launches and GMI through the TVD model

Leading People

• 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
• Share best practices for sales skills and behaviors with team members in corporate accounts, field sales and distribution teams

Key skills

• Demonstrated leadership abilities; excellent interpersonal and communication skills (emotional intelligence, empathy); collaboration and ability to work in a matrix
• Strong entrepreneurial skills; ability to work independently and set own schedule, as well as partner with diverse associates
• Proven initiative to improve, innovate and create value

Qualifications:

• Minimum 5 years of experience in a business-to-business field sales environment; ideally previous experience as Ecolab Sales, or a similar direct sales and service management role in a comparable business-to-business industry
• University degree in a business-related subject preferred
• Superior end-to-end sales skills with a proven track record of success in sales development; experience developing corporate accounts across multiple channels
• Strong integrity with the ability to develop relationships with senior customer decision makers within chain accounts
• Negotiates effectively to find solutions that deliver unique customer value and strong Ecolab profitability
• Addresses differences and conflict directly and constructively to create win-win solutions
• Drives customer and other initiatives to completion through timely follow-up
• Holds self and others accountable for achieving expected results
• Knowledge of margin structures and P&L
• Experience with Flat Fee / Capex Spend management
• Knowledge of OTC process flow and digital tool for claims
• Power BI
• Excel, PowerPoint
• CRM
• Digital apps
• Fluency in English (minimum C1-level; written and spoken) and Dutch
• French or/and German is a plus
• Local European language in the focused country
• Travel as necessary (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. Our associates deliver science-based solutions, data-driven insights and 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.