Corporate Account Manager

The Corporate Accounts Manager (CAM) is responsible for **managing a $10M+ total portfolio (base + target) of Ecolab Key Accounts customers** and prospecting new customers within Life Sciences Division.

The CAM ensures that on-going relationships are maintained with customers while maximizing Ecolab’s offerings and profitability.

The key objective of the CAM is to demonstrate the Ecolab promise and the value we provide as a total solutions partner - cleaner, safer, healthier - everywhere it matters.

The CAM reports to the Regional Corporate Accounts Leader** with **significant interaction and partnership with field sales, corporate accounts finance and marketing.**

**Main Responsibilities**:
**Account & Customer Management**
- Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in ALL Ecolab offerings.
- Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Ecolab as a full-service cleaning and sanitation provider in their processes and clean rooms.
- Serve as the customer’s final “service guarantee” by ensuring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.
- Serve as the knowledge expert with respect to understanding assigned customer businesses and **share this knowledge with other key internal partners** **to improve the overall customer experience provided by Ecolab.
- ** Communicate regularly** internally to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.

**Business and Financial Management**
- Develop and achieve sales budgets and pipelines for assigned customers that identify opportunities both within and outside the Life Sciences Division.
- ** Structure profitable deals** **that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements.
- ** Using judgment and business knowhow**, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations - leverages understanding of growth versus profitable growth.

**Merchandizing Value**
- ** Partnering with the field and other internal partners**, consolidate and interpret data to quantify and monetize the value that Ecolab delivers to customers. Effectively align the value Ecolab provides with customer needs and drivers to establish and/or strengthen deeply-rooted customer relationships.
- Effectively represent Ecolab and the value we provide at industry and customer meetings.

**Account Prospecting & Enterprise Selling**
- ** Identify and prospect potential Ecolab Life Sciences customers**.** Determine who the **key decision makers** and influencers are and effectively merchandize the value of Ecolab service and product offerings in alignment with the prospect’s key business needs and drivers.
- Leveraging knowledge of the full suite of Ecolab products and offerings, design/structure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.

**Key Skills/Qualifications**:

- BS degree (engineering, chemistry or biology preferred)
- Seven plus years of successful sales experience within a related field, and achievement growth target
- ** Ability to call throughout and entire organization up to executive level**
- ** Ability to routinely travel 60% (some international travel required)**

**Preferred Qualifications / Experience**:

- Sales experience with a large, global, matrixed organization.
- Experience managing others either directly or indirectly.
- ** Prior selling into the pharmaceutical, cosmetics or health & beauty industries**.**

**Desired Skills / Competencies**:

- In-depth knowledge of Life Sciences’ offerings and broad knowledge of Ecolab’s overall offerings.
- ** Skilled communicator and presenter** - ability to communicate effectively to all levels within Ecolab and assigned customers.
- Strong written communication skills - can develop effective and concise written proposals, presentations and executive summaries.
- ** Customer profiling - understands customer profile components/structure**, required data and how to get it, how to quantify market potential and is able to create a profile utilizing available templates.
- ** Business & financial acumen - can understand and read a P&L**, can structure and close profitable deals, understands financial drivers and how to leverage them in the deal development and closing process.
- Strong interpersonal & relationship skills - listens, asks critical questions, relates well with others, comfortable and effective operating within a virtual team. Establishes cross-divisional, cross-functional connections between Ecolab and customer counterparts. Builds relationships that lead to incremental value for Ecolab.
- Excellent problem solving skills