Corporate Account Manager "Gain" - Institutional UK

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.  

We are currently looking for a

Corporate Account Manager "GAIN" - Institutional UK

The Corporate Account Manager GAIN plays an integral role in Ecolab Institutional division’s strategy to grow our business. You will be responsible for prospecting and gaining new business with corporate accounts (local & international) within predefined segments of Institutional, in close partnering with local teams and support functions.

Focus areas

• Sales Development - Gain new accounts & profitability management

• Retain & Grow - contract extension-renewal

• Service execution & accountability for Total Value Delivery (TVD)

Key Responsibilities

- Leading the business

• 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

• Personally sell Ecolab value proposition of industry-leading programs, technology, information and customer service; focus on selling value and new innovation programs

• Meet/ exceed annualized net new business sales objectives; actively lead Institutional’s Gain strategy

• Stay engaged and informed with regard to 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 and 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

- 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 behaviours with team members in corporate accounts, field sales and distribution teams

- Driving Results

• Accountable to identify the profitable and strategic customers and networking contacts to ensure profitable growth

• Responsible to Gain new business until the contract signature. Once the contract is signed the customer responsibility (contract execution) is transferred to a “CAM R&Gr”.

• 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

• Own the GTW pipeline, quarterly/ annual sales plan & monthly progress report, validate the GTW impact into the sales report (sanity check)

• 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.

Key skills

- Interpersonal

• Demonstrated leadership abilities; excellent interpersonal and communication skills (emotional intelligence, empathy). Collaboration and abilities to work in a matrix.

• Strong entrepreneurial skills; ability to work independently and set own schedule as well as ability to work and partner with diverse associates

• Proven initiative to improve, innovative and create value

- Technical

• 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

• University degree in business-related subject preferred

- Commercial

• Superior end-to-end sales skills with a proven track record of success in sales development; experience of developing corporate accounts across multiple channels

• Strong integrity with extraordinary 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

• Drive customer and other initiatives to completion by following up and/or through in a timely manner

• Holds self and others accountable for achieving expected results

- Finance

• Knowledge of margin structures and P&L

• Experience with Flat Fee / Capex Spend management

• Knowledge of OTC process flow and digital tool for claims

- ​Technology & Tools

• Power BI

• Excel, PowerPoint

• CRM

• Digital apps

- Language

• Fluency in English (min. C1-level; written and spoken)

Travel as necessary to be  around 30% of the time to customers and to work with local teams in the countries (Europe).

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