Corporate Account Manager - Paris er, France - Ecolab

Ecolab

Entreprise vérifiée

Paris er, France

il y a 3 semaines

Posté par:

Sophie Dupont

beBee Recruiter

Description

The Corporate Accounts Manager (CAM) is responsible for
managing a $10M+ total portfolio (base + target) of Ecolab Key Accounts customers and prospecting new customers within Life Sciences 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 Regional Corporate Accounts Leader
with 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 longterm, trusted relationship with Ecolab as a fullservice cleaning and sanitation provider in their processes and clean rooms.
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 internally to ensure all parties clearly understand the strategies necessary to meet assigned customers' current and future needs.

Business and Financial Management

Develop and achieve sales budgets and pipelines for assigned customers that identify opportunities both within and outside 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.
-
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.

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

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.

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.

Key Skills/Qualifications:

BS degree (engineering, chemistry or biology preferred)
Seven plus years of successful sales experience within a related field, and achievement growth target

-
Ability to call throughout and entire organization up to executive level
-
Ability to routinely travel 60% (some international travel required)

Preferred Qualifications / Experience:

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

-
Prior selling into the pharmaceutical, cosmetics or health & beauty industries.**
Desired Skills / Competencies:

In
depth knowledge of Life Sciences' offerings and broad knowledge of Ecolab's overall offerings.

-
Skilled communicator and presenter - ability to communicate effectively to all levels within Ecolab and assigned customers.

Strong written communication skills can develop effective and concise written proposals, presentations and executive summaries.

-
Customer profiling - understands customer profile components/structure, required data and how to get it, how to quantify market potential and is able to create a profile utilizing available templates.
-
Business & financial acumen - can understand and read a P&L, can structure and close profitable deals, understands financial drivers and how to leverage them in the deal development and closing process.

Strong interpersonal & relationship skills listens, asks critical questions, relates well with others, comfortable and effective operating within a virtual team. Establishes crossdivisional, crossfunctional connections between Ecolab and customer counterparts. Builds relationships that lead to incremental value for Ecolab.
Excellent problem solving skills