Corporate Account Manager

The Corporate Accounts Manager (CAM) is responsible for managing a global $10M+ total portfolio (base + target) of corporate accounts customers within the pharmaceutical and personal care manufacturing industry and prospecting new customers within the Life Sciences Division. The CAM ensures that on-going relationships are maintained and grown with customers while maximizing Ecolab’s offerings and profitability. The CAM facilitates centralized decisions for complex sales that capture/communicate value to customer. The CAM is responsible for 3-6 global customers (each with 30-60 sites globally) across both pharma and personal care industries. Close collaboration with field sales partners is essential to successfully executing sales strategy.

The CAM reports to the Corporate Accounts AVP with significant interaction and partnership with field sales, corporate account finance and marketing.  

This position is remote but must be located near a major metro airport ideally in the Mid West part of the US.

Account Growth 

• Identify, prospect and win new Ecolab Life Sciences customers in the pharmaceutical manufacturing, health and beauty space. 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.   Build great game plans to win large deals 

Account and 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 in their processes and clean rooms and production areas. 

• 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. 

Business and Financial Management 

• Develop and achieve sales budgets and pipelines for assigned customers that identify opportunities the Life Sciences Division. 

• Structure profitable deals that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements.

​Merchandizing Value 

• Partnering with the field and other internal experts, 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 customer the value Ecolab provides in areas such as cleaning and sanitation performance, energy and resource usage and operational efficiency. 

Account Prospecting & Enterprise Selling 

• Identify and prospect potential Ecolab Life Sciences 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.

Minimum Qualifications: 

• BS degree (engineering, microbiology, chemistry or biology preferred) 

• 7+ years of successful sales experience, preferably within the pharmaceutical or personal care manufacturing industry 

• Experience managing global or key customers 

• Ability to call throughout an entire organization up to executive level 

• Ability to develop and execute winning sales strategies in a longer complex sales process 

• Ability to routinely travel 60% (including regular international travel required) 

• Possess a valid Driver's License and acceptable Motor Vehicle Record 

  
Preferred Qualifications: 

• Sales experience with a large, global, matrixed organization 

• Experience working or selling contamination control, in a clean room setting and clean in place (CIP) in a pharmaceutical manufacturing 

• Selling solutions into validated applications (strongly desired) 

• Skilled communicator and presenter – ability to communicate effectively to all levels within Ecolab and corporate customers.

• Strategic Selling – understands customer needs