Corporate Account Manager

The Food & Beverage Corporate Accounts Manager (CAM) is responsible for managing a $15M+ total portfolio (base + target) of Ecolab Key Accounts customers and prospecting new customers within the Food & Beverage division. The CAM ensures that on-going relationships are maintained with customers while maximizing Ecolab’s offerings and profitability. The key objective of the CAM is to demonstrate the Ecolab promise and the value we provide as a total solutions partner – cleaner, safer, healthier – everywhere it matters.
 
The CAM reports to the Corporate Accounts AVP for the Beverage & Brewery business segment. Significant interaction and partnership with field sales, corporate accounts finance and marketing.
 
Main Responsibilities:

 
 Account & Customer Management

• Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in ALL Ecolab offerings.
• Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Ecolab as a full-service cleaning and sanitation provider.
• Serve as the customer’s final “service guarantee” by ensuring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.
• Serve as the knowledge expert with respect to understanding assigned customer businesses and share this knowledge with other key internal partners to improve the overall customer experience provided by Ecolab.
• Communicate regularly within Ecolab to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.

Business and Financial Management

• Develop sales budgets for assigned customers that identify opportunities both within and outside the Food & Beverage Division.
• Develop and implement a pricing strategy in assigned customers that ensures both the Food & Beverage division’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.
• Using judgment and business knowhow, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations – leverages understanding of growth versus profitable growth.

Merchandizing Value

• Partnering with the field and other internal partners, consolidate and interpret data to quantify and monetize the value that Ecolab delivers to customers. Effectively align the value Ecolab provides with customer needs and drivers to establish and/or strengthen deeply-rooted customer relationships.
• Utilize various tools, applications and reporting to produce presentations and executive summaries that demonstrate to customers, quantifiably, the value Ecolab provides in areas such as cleaning and sanitation performance, energy and resource usage and operational efficiency.
• Coordinate overall Ecolab contact with assigned customers to ensure the appearance of Ecolab as a seamless organization that delivers 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.

Account Prospecting & Enterprise Selling

• Identify and prospect potential Ecolab Food & Beverage customers. Determine who the key decision makers and influencers are and effectively merchandize the value of Ecolab service and product offerings in alignment with the prospect’s key business needs and drivers.
• Leveraging knowledge of the full suite of Ecolab products and offerings, design/structure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.
• Developing 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.

Position Details:

• This position is based in any major city in USA, within driving distance of a major airport, passport required
• Territory covers USA and Canada
• 50% of overnight travel required 

Minimum Qualifications:

• Bachelor's degree
• 5+ years of successful sales experience within a related field, and achievement of budget and growth targets

Preferred Qualifications:

• Sales experience with a large, global, matrixed organization.
• Experience managing others either directly or indirectly.
• Prior experien