Summary:
The Nalco Water Corporate Accounts Manager is responsible for growing the data center business in the region and at the same time maintaining a portfolio of existing national or international corporate account contracts. The successful CAM builds and maintains relationships with customers, design consultants, contractors and end users. In addition, CAM develops and implements plans to create ongoing improvement in customers operations and converts that value into enhanced returns for the division. This includes communicating Ecolabs total solution approach across multiple levels in accounts. CAM engages internal stakeholders and provide support to technical consultant, R&D and Marketing team to support development and implementation of innovation.
Job Description:
Business Planning & Review
Identify growth opportunities with targeted action lists & resource plans
Develop DSR-level deployment plans for divisional programs and initiatives ensuring delivery of excellent customer service
Coordinate and hold business reviews at identified accounts at plant, country, and/or corporate level ensuring agreed action plans are delivered
Monitor and report market intelligence and competitive movement within accounts
Support R&D, marketing and technical consultant in giving market feedback for innovation development.
Account & Contract Management
Develop and maintain customer relationships at all levels, including cultivation of c-suite contacts
Monitor and enforce Ecolab and customer contract compliance
Prepare contract renewal plans, assess competitive position and NW performance to deliver, and negotiate and sign optimal offers in accordance w/internal policies
Customer Value Delivery and Documentation
Identify, propose, deliver and document customer value opportunities
Leverage field, engineering, and support teams to develop plans to improve customer operations
Corporate Account Prospecting
Establish target customer lists and plans for developing new relationships or leveraging existing relationships to gain new business
Maintain current customer pipeline information and up-to-date gains/losses reporting
Organize trials; produce and present customer proposals aligned to internal approval process (PCAF)
Negotiate and close new deals; manage contracting process w/Finance & Legal support
Requirements:
BA/BS degree in Chemical/ Environmental Engineering
10 - 12 years of B2B sales experience with a large, international, matrix organization
Prior experience in DATA Centre or Hi-Tech customers or processes
Ability and willingness to travel extensively
Experience working with and knowledge of computers (e.g., MS Office suite)
Exceptional interpersonal, communication, and presentation skills with demonstrated ability to develop relationship at executive level
Excellent negotiation skills
Our Commitment to Diversity and Inclusion
Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. Our goal is to fully utilize minority, female, and disabled individuals at all levels of the workforce. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.
