Corporate Account Director (m/f/d) - Retain & Grow

Ecolab is seeking for a Corporate Accounts Director - Retain & Grow.

The Corporate Accounts Director - Retain & Grow leads and manages a team of Corporate Account Managers Retain and Grow in his/her region and plays an integral role in Ecolab Institutional division’s strategy to develop, retain and grow the current customers’ portfolio. In this role he/she empowers and develops the team to achieve their full potential, while leading the team to execute on the most critical aspects of the business strategy and aligning Ecolab’s resources to deliver superior value for our customers, in close partnering with Field Sales team leaders, Global Account organization, Corporate Finance and other support functions. He/she’s responsible to manage current business by having a continuous market analysis in place, enabling the team to connect with new networks and ensure profitable contracts, commitments execution, TVD and

innovation.

Key Responsibilities

- Use / apply safety instructions, regular trainings, and dedicated safety tools

• Perform “Be safe” assessments.

• Ensure PPE package is ready to be used.

• Complete safety observations, SOS training, commentary drive, near misses and accidents reporting,use VRM.

• Be source of proposals on own safety and on the safety of the customers sites.

- Leading the business

• Proactively align and positively engage his/her team, Field leaders, Finance leaders, other functions and divisions to

  manage contract successes in line with a lean resource management

• Intensify and develop the network of customer high, wide and deep as well as industry contacts to enhance the

  knowledge of industry trends and drivers to help recognize emerging opportunities and threats to support the team’s

  growth plans.

• Successfully empower the team to negotiate major contracts and lead value (TVD through the 3Cs model) at

  customer European/country headquarter locations with key decision makers

• 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

• Display strong personal accountability, professionalism and customer/product/solution knowledge at every customer touch point; ensure his/her team successfully calculates a profitable product mix together with the Corporate Finance team

• Foster innovation and continuous improvement practices: generate positive impact on business growth through growing existing business and supporting new program/ product launches & GMI

• 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.

• Regular report to Senior Leadership on GTW, sales and profitability achievement as well as attendance in regional/country’s Sales meetings.

Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency and innovation

- Leading People

• Set a clear and inspiring vision for the team of direct reports that aligns our division’s strategy and focus into tangible

  and motivating goals for each team member

• Work with each team member to convert their goals into actionable business plans that demonstrate individual

  accountability

• Leading the people to ensure a future-oriented development plan, including annual PP&Ds by continuous

  performance and talent management

• Provide coaching and feedback to each team members to enable the professional development.

• Recognized as Ecolab role model by peers and management, within division as well as market organizations

- Driving Results

• Optimize the team design to ensure resources are focused on the right opportunities and priorities to deliver growth

  in annualized net business sales objectives, through gains (GTW) of new business within existing customers

• Focus on delivering the division’s strategic imperatives like TVD, profitability and innovation programs, through the

  team

• Focus on achieving strong results in acquisition and convertion of new prospects to lead the contract execution

  (contracts signed and market share < 30%) in order to work on a constant business growth with new customers.

• Own the overall GTW pipeline, annual sales plan & monthly progress report, val