Global Enterprise Customer Lead

**Ecolab Pharma Enterprise Solutions**

**Global**Enterprise**Director**; Enterprise Solutions Customer Lead**

The Ecolab **Pharma Enterprise Solutions** (PES) group develops and executes the strategy and joint value proposition across Ecolab’s global Pharma market solutions (Pharma & Personal Care, Bioprocessing, Purification Technologies, Water Solutions, Pest Elimination, and Facilities Management Solutions) to drive customer expansion and profitable growth, while elevating our position as the most vital and comprehensive partner to the Pharma and broader Life Sciences market.

The **Global**Enterprise**Director** is an integral member of the **Pharma Enterprise Solutions** team, responsible for leading global sales growth and customer expansion (“high, wide, and deep”) in a comprehensive manner across Ecolab’s global Pharma market solutions - ensuring thorough collaboration, communication, and creativity with the broader teams.

In addition, this role will have unique responsibility as a **Ecolab Enterprise Solutions (EES) Customer Lead** with a focus on one of Ecolab’s premier global enterprise customers (Sanofi).

This individual will significantly contribute to the development and execution of commercial strategies to retain, grow, and gain business throughout key Pharma Enterprise accounts to effectively
- Develop the Joint Value Proposition and Strategy for growth and expansion, and formulate and execute the **Enterprise Sales Plan (ESP)** to drive sustainable business growth
- Be the “One Ecolab” expert among our Pharma solutions and ultimate single point-of-contact at the highest level, with keen ability to uncover customer needs; own the **customer C-suite relationship strategy**, ensuring a comprehensive and strategic approach to fostering strong connections at the executive level
- Provide **inter**connect**ion**among** our**internal, cross-divisional**teams** to introduce and provide our broad range of innovative solutions
- Execute the sales and management strategy to retain, grow, and gain revenue and business profitability - while proving a broader eROI and Total Value Delivered with each customer
- ** Enhance brand awareness and reputation**within the account through strategic initiatives and relationship-building efforts
- Devise a **long-term talent strategy**and determine optimal staffing levels to ensure continuous support and relationship continuity

This role reports to the Vice President, Enterprise Corporate Accounts. Together, they partner to strategically plan and execute key growth initiatives for our customers with ownership of Joint Value Proposition, Enterprise Sales Plan, and specific Account Strategies for his or her assigned Pharma Enterprise and Ecolab Enterprise accounts.

This role is supported by **PES**and EES**Marketing**Strategy**and**Commercial** Finance** team-members and strongly collaborates with the Corporate Accounts and Sales teams of each division, as well as the Marketing, Finance, RD&E, and other Technical leaders and stakeholders of each division.

**Expectations and Key Deliverables**
- Develop and **execute a strategic plan**for the assigned strategic customer to drive partnerships that produce top and bottom-line growth and increased market share for Ecolab, with an exponential return on investment for the customer
- Leverage Ecolab Executives and leaders to build and develop **Enterprise-to-Enterprise relationships**throughout the assigned customer’s organization
- ** Lead**global, cross-**divisional** and cross-functional** teams, and together, identify new business opportunities and prepare for competitive scenarios; build contract and governance plan, implementation plan, manage and support internal and external communications; all with the ultimate goals of **in**creas**ing** revenue** and **accelerat**ing** the** sales cycle** for targeted accounts
- Partner with and support Division CAM and Sales leaders to understand business trends and opportunities, and collaborate effectively to broaden innovative enterprise-wide solutions (i.e., Digital, Sustainability, and Technical Services) and value creation (eROI) with consideration of cross-divisional coordination and contract profitability
- ** Lead** Quarterly and Annual Business Review**processes** and collaborate with PES and EES Finance and Marketing partners to aggregate revenue, opportunities, and sales and customer insights for effective Executive presentations

**Basic Qualifications**
- Bachelor's degree
- 10+ years of sales experience; 5+ years managing Corporate/Strategic/Key accounts
- 5+ years of experience in Pharmaceutical, Life Sciences, Healthcare, or allied industry
- Familiarity with Ecolab systems and processes
- Based in North America or Western Europe

**Preferred Qualifications**
- MBA or related graduate level degree
- 5+ years of Corporate/Strategic/Key Account Sales within Pharmaceutical, Life Sciences, or Healthcare industries
- Solid understanding of GMP or regulated env