Corporate Accounts Manager - East Coast - ECOLAB

Company Overview

Ecolab is the world’s leading provider of cleaning, food safety and health protection products and services. Ecolab’s Global Food Retail division delivers a comprehensive cleaning and food safety program developed specifically for the food retail industry, partnering with the customer to identify food safety risks and help prevent the spread of foodborne illnesses.

Position Description

Corporate Account Managers are responsible for selling and developing accounts across the food retail market.  This role will sell new customers and grow existing customers through targeted new product and service introductions.  In each of these situations, the Corporate Account Manager builds and maintains quality relationships with their current portfolio of customers to retain business, increases sales within those customers, and prospects and sells new corporate accounts in accordance with the overall division sales strategy. 

Main Responsibilities

• Retains current business through the development of strong relationships with key leaders in their corporate accounts. Creates customer awareness of the full value of Ecolab’s products and services.  Performs executive business reviews with customers on a regular basis.  Works with the Field Sales team to resolve product and/or service related issues
• Grows the portfolio of new business by increasing Ecolab’s penetration within those accounts. Sells new FRS products and programs to corporate customers, facilitates appropriate demonstrations and utilizes appropriate solution selling to resolve customer needs.  Works with customers to obtain pricing actions.  Creates programs for the Field Sales team to sell into franchise accounts
• Gains new business through prospecting within the assigned set of accounts or geographic territory.  Effectively uncovers needs, develops and explains solutions and closes new business.  Works with Field Sales to facilitate site surveys and time-bound program and product tests
• Develops and implements pricing and product strategies that maintain appropriate gross margin percentage and ensure overall sales and profit targets are met within assigned portfolio according to division guidelines
• Leads and manages new customer rollouts partnering with Field Sales to ensure successful implementation of FRS products and programs into new accounts and/or new products and programs into existing accounts
• Builds effective relationships with Total Enterprise Selling (TES) partners across Ecolab.  Provides leads to TES partners and works to close leads provided from TES partners.
• Works closely with TES partners and leads cross-divisional teams to ensure total Ecolab program success across all divisions (where multiple divisions are present) within assigned accounts
• Knows and maintains relationships with the appropriate corporate level distributor representatives and contacts
• Operates in a safe manner at all times including using safe and proper driving techniques and use of necessary personal protective equipment when in the field and/or customer accounts.  Maintains an awareness of potential safety issues and works to address them.

Basic Qualifications

• 5+ years business-to-business commercial sales or equivalent Ecolab experience

• Must have a valid driver's license and acceptable Motor Vehicle Record (2 years)
• Home office with internet access capability
• Ability to travel up to 50%
• Bachelor’s degree

Preferred Qualifications

• Proven record of high individual sales performance, including experience selling programs and/or service in Ecolab’s core market segments (restaurant, hospitality, food retail, medical, food and beverage processing) and corporate or multi-unit sales experience
• Strong relationship management capability with outstanding consulting skills
• Excellent communication and interpersonal skills
• Contract and P&L knowledge
• Proven negotiation & presentation skills
• Self-motivation and drive for results
• Excellent organization, time management, and follow-up skills
• Restaurant industry and product knowledge, good business and financial acumen
• Demonstrates aptitude for problem solving; ability to determine solutions for customers (consultative sales approach)

Dimensions Size of Business / Scope

Market size (scale) varies by geography and customer

Ecolab strives to provide comprehensive and market-competitive benefits to meet the needs of our associates and their families. Click here to see our benefits. 

If you are viewing this posting on a site other than our Ecolab Career website, view our benefits at jobs.ecolab.com/working-here. 

Our Commitment to Diversity and Inclusion
At Ecolab, we believe the best teams are diverse and inclusive, and we are on a journey to create a workplace where every associate can grow and achieve their best. We are committed to fair and equal treatment of associates and applicants. We recruit, hire, promote, transfer and provide opportunities for advancement on the basis of individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, we 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, disability, or status as a covered veteran.

In addition, we are committed to furthering the principles of Equal Employment Opportunity (EEO) through Affirmative Action (AA). Our goal is to fully utilize minority, female, disabled and covered veteran individuals at all levels of the workforce. Ecolab is a place where you can grow your career, own your future and impact what matters.

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and the New York City Fair Chance Act.