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Corporate Account Manager

full-time Ecolab Manchester

Position Purpose: The HC Corporate Accounts Manager is responsible for maintaining and growing a portfolio of existing 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 as well as driving innovation. This includes communicating Ecolab’s total solution approach across multiple levels in accounts.


Responsibilities


  • Follow Ecolab safety guidelines and incident reporting requirements
  • Merchandise value of Ecolab safety culture with corporate account customers
  • Number of incidents and identified safety improvements
  • Observed compliance with safety policies

Business Planning & Review

  • Lead Strategic Account Planning: Lead the development of winnable strategies for meeting current and emerging customer needs, leverage and strengthen internal (Ecolab) and customer relationships to create new, differentiating value and to increase customer satisfaction and Ecolab’s customer share
  • Manage Profitability: Apply expert knowledge of the factors that drive profitability (e.g. pricing, contract terms and conditions, service or product mix management, etc.) and the actions necessary to improve profitability; accept responsibility for ensuring that business is profitable and keeps profitability as a clear priority for self and others; engage the appropriate internal functions to build and maintain profitable business; act quickly to address problems that may negatively impact profitability and to seize opportunities to enhance profitability.
  • Identify growth opportunities with targeted action lists & resource plans
  • Develop the capability of field staff to sell and meet customer needs by being an on-going conduit of information from the industry, market, and customers to the field teams, providing critical insights to help them understand customers’ global needs/operations and the implications for how Ecolab needs to sell to and support the customer; provide feedback and guidance to field staff to enhance their ability to meet customer needs and expectations.
  • Coordinate and hold business reviews at identified accounts at plant, country, and/or corporate level ensuring agreed action plans are delivered
  • Monitor and report market intelligence and competitive movement within accounts
  • Sales vs target and vs last year; gross margin vs target and vs last year
  • Sales & margin growth within existing customers
  • New program sales and penetration
  • Business review commitments met

Account & Contract Management

  • Gain New Customers: Selling new business by proactively and creatively identifying prospective accounts (e.g. leveraging referrals, trade associations, external networks), building a broad network of relationships, learning the prospective customers’ business, operations and needs/challenges, and identifying opportunities to add value through the full range of Ecolab products, services, and solutions
  • Grow Existing Customers: Expand Ecolab business with existing customers by building an increasingly broad network of customer relationships, continuously learning about enterprise-wide customer business operations and emerging needs and identifying opportunities to position those solutions against newly defined customer needs (‘Circle the Customer’)
  • Retain Existing Business: Retain existing customers (revenue and margin) by ensuring all service/delivery expectations are met, monitoring and ensuring customer satisfaction, proactively broadening and deepening enterprise-wide customer relationships, and continually prove and merchandise value aligned to different stakeholders/influencers (e.g. through business reviews)
  • Partner with and coach field employees to ensure initiatives are implemented
  • Drive Innovation: Deliver increasingly greater value to customers by identifying emerging customer needs and opportunities and communicating those needs and opportunities to Ecolab to support or drive possible new Ecolab solutions; actively pursue opportunities to share and demonstrate the value of Ecolab innovations with customers.
  • Prepare contract renewal plans, assess competitive position and Ecolab performance to deliver, and negotiate and sign optimal offers in accordance w/internal policies
  • Number of contacts within customer; frequency of interaction
  • Timeliness and quality of business review; documented follow-ups
  • All contracts successfully renewed

Customer Value Delivery and Documentation

  • Effectively and consistently meet customer expectations and deliver on all service agreements by ensuring that clear implementation goals, plans, and timelines are established and communicated, and identifying, coordinating, and motivating field and other Ecolab resources to achieve delivery objectives. Effectively manage and resolve challenging situations (crisis management)
  • Identify, propose, deliver and document customer value opportunities
  • Develop concrete plans to convert customer value created into enhanced returns for ECL
  • Number and quality of value delivered and get credit for
  • Quality of value documentation delivered to customer
  • Success of value recapture in CA margin, growth, etc.
  • Sales growth and margin development

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
  • Total potential customers in territory identified
  • Clarity of differentiated value in customer offer
  • Trial success rate
  • Conversion success rate
  • Properly documented and communicated plan

Qualifications

Required

  • BA/BS degree
  • 5 – 7 years of sales and customer management (having established a proven track record of sales growth and customer retention and satisfaction)
  • Customer Industry Experience (Direct experience in customer-relevant industries which provided the opportunity to understand customer business and operational needs related to Ecolab solutions
  • People Leadership Experience (having established a proven track record of engaging, directing, developing and motivating people)
  • Ability and willingness to travel
  • Experience working with and knowledge of computers (e.g., MS Office suite)
  • Exceptional interpersonal, communication, and presentation skills with demonstrated ability to develop relationship at executive level
  • Excellent negotiation skills
  • Driver’s license
  • Fluency in English

Preferred

  • Health Care experience
  • Experience managing others
  • Good technical background and understanding of customers’ manufacturing processes

Competencies Leading the Business

  • Critical and Strategic Thinking
  • Business and Financial Acumen
  • Enterprise Perspective

Driving Results

  • Drive and Perseverance
  • Planning and Executing
  • Developing Self and Others

Leading People

  • Relating with Purpose
  • Fostering open Dialogue
  • Influencing and Negotiating
  • Executive Presence

published: June 8, 2018

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