The Institutional Corporate Account Manager (CAM) is responsible for maintaining a portfolio of existing national or international 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.
This includes communicating Ecolab’s total solution approach across multiple levels in accounts.
What’s in it For You :
Access to best-in-class resources, tools, technology and continuous education
Thrive in a company that values a culture of safety to include top-notch safety training and personal protection equipment
Pride in working for a company that provides clean water, safe food, abundant energy and healthy environments
Provided service vehicle, fleet card, laptop, and communication allowance
Competitive compensation and comprehensive benefits package starting day 1 of employment
Follow Ecolab safety guidelines and incident reporting requirements
Merchandise value of Ecolab safety culture with corporate account customers
Business Planning & Review
Meet established sales and profitability targets at plant level
Identify growth opportunities with targeted action lists & resource plans
Develop TM-level deployment plans for divisional programs and initiatives ensuring delivery of excellent customer service
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
Account & Contract Management
Develop and maintain customer relationships at all levels
Monitor and enforce Ecolab and customer contract compliance
Partner with and coach field employees to ensure initiatives are implemented
Proactively plan, negotiate and implement annual price increases
Prepare contract renewal plans, assess competitive position and Ecolab performance to deliver, and negotiate and sign optimal offers in accordance w / internal policies
Customer Value Delivery and Documentation
Identify, propose, deliver and document customer value opportunities
Leverage field, engineering, and support teams to develop plans to improve customer operations
Utilize reporting technologies to document customer value delivered
Develop concrete plans to convert customer value created into enhanced returns.
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
Negotiate and close new deals; manage contracting process w / Finance & Legal support
Gain customer agreement on developed conversion and start-up plans
5 7 years of B2B sales experience with a large, international, matrix organization
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
Fluency in English
Excellent negotiation skills
Experience managing others
Good technical background and understanding of customers’ operations and processes
Our Commitment to Diversity and Inclusion
At Ecolab, we believe the best teams are diverse and inclusive, and we are on a journey to create a workplace where every associate can grow and achieve their best.
We are committed to fair and equal treatment of associates and applicants. We recruit, hire, promote, transfer and provide opportunities for advancement on the basis of individual qualifications and job performance.
In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, we will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, disability, or status as a covered veteran.
In addition, we are committed to furthering the principles of Equal Employment Opportunity (EEO) through Affirmative Action (AA).
Our goal is to fully utilize minority, female, disabled and covered veteran individuals at all levels of the workforce. Ecolab is a place where you can grow your career, own your future and impact what matters.