Corporate Accounts Manager, Farm& Agr

Accountabilities & Key Internal Relatiohips:

The CAM reports to the CAM Leader or VP of Corporate Accounts. Significant interaction and partnehip with field sales, corporate accounts finance and marketing.

Primary Respoibilities:

Business Results

?Meet the established sales & profitability targets for the assigned custome

Account & Customer Management

?Identify key decision make in assigned custome and cultivate relatiohips to eure satisfaction and confidence in ALL Ecolab offerings. Target Customer Corporate Level (C-suite, VP Operatio, Quality, Engineering, and Sustainability) and key peonnel at the most important Customer plants.

?Develop a relatiohip strategy unique to each customer based on current and future needs that foste a long-term, trusted relatiohip with Ecolab

?Build and continuously update the Strategic Account Plan, and establish customer action pla to measure regular progress agait the established action plan. Eure alignment with Global Strategic Account Pla by liaising with respective Global Account Manager.

?Communicate the Strategic Account Plan regularly within Ecolab to eure all parties clearly undetand the strategies necessary to meet assigned custome’ current and future needs.

?Lead and coach WPS employees in their area of respoibility, eure cotructive teamwork across borde and across hierarchical reporting lines – Virtual Team Management

?Serve as the customer’s final “service guarantee” by euring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.

?Serve as the knowledge expert with respect to undetanding assigned customer businesses and collaborate with other key internal partne (Field Sales, Marketing, R,D&E, Supply Chain) to improve the overall customer experience provided by Ecolab, including innovation.

Business and Financial Management

?Develop sales budgets for assigned custome that identify opportunities both within and outside the WPS Division.

?Develop and implement a pricing strategy in assigned custome that eures both the WPS’s and Ecolab’s overall revenue and profit objectives are met.

?Structure profitable deals that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements – complete the PCAF process.

?Using judgment and business know-how, negotiate deals to closure balancing aggressive sales techniques with solid financial coideratio – leverages undetanding of customer share growth veus profitable growth.

Merchandizing Value

?Partnering with the field and other internal partne, coolidate and interpret data to quantify and monetize the value that Ecolab delive to custome. Effectively align the value Ecolab provides with customer needs and drive to establish and/or strengthen deeply-rooted customer relatiohips.

?Utilize various tools such as CMV, applicatio and reporting to produce presentatio and executive summaries that demotrate to custome, quantifiably, the value Ecolab provides in areas such as sustainability performance, energy and resource usage and operational efficiency.

?Coordinate overall Ecolab contact with assigned custome to eure the appearance of Ecolab as a seamless organization that delive cross-divisional offerings efficiently and effectively.

?Develop and implement tools to effectively measure customer satisfaction.

?Effectively represent Ecolab and the value we provide at industry and customer meetings.

?Conduct Annual Business Review Meetings

Account Prospecting & Enterprise Selling

?Identify and prospect potential Ecolab WPS custome. Determine who the key decision make and influence are and effectively merchandize the value of Ecolab service and product offerings in alignment with the prospect’s key business needs and drive.

?Leveraging knowledge of the full suite of Ecolab products and offerings, desigtructure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.

?Surface CTC opportunities within existing and prospective customer accounts and successfully coordinate Ecolab resources cross-divisionally to create total solution proposals that effectively convert Ecolab capabilities into meaningful value for the customer.

Qualitative targets

?Quality, accuracy and timely design of Strategic Account Plan

?Quality of customer relatiohip (CMV, Annual Business Review, Customer satisfaction ratings, feedback from Customer’s Senior Executives,)

?Alignment of the Ecolab Corporate Account team

?Alignment with Global Corporate Account Team

Minimum Qualificatio:

?BA/BS degree

?5-8 yea of B2B sales experience with a large, international, matrixed organization

?Prior experience in the Auto/Chemical dowtream to Auto industry

?Good working knowledge of Business English

?Ability and willingness to travel exteively

Additional Qualificatio

?Experience managing othe either directly or indirectly

?Customer service orientation

?Good technical background and undetanding of Customer’s manufacturing processes

?Adequate chemical background to properly position Ecolab’s WPS offerings.

?Speaks Customer’s local language