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Corporate Client Relations Manager

2 months ago

Greensboro, United States Ecolab Full time
Company Overview

Ecolab stands as the premier provider of sanitation, food safety, and health protection solutions globally. The Global Food Retail division of Ecolab offers a holistic cleaning and food safety program tailored specifically for the food retail sector, collaborating with clients to pinpoint food safety challenges and mitigate the risks of foodborne illnesses.

Position Description

The Corporate Accounts Manager plays a pivotal role in the sales and development of accounts within the food retail industry. This position is focused on acquiring new clients and expanding the business with existing clients through strategic introductions of new products and services. In this capacity, the Corporate Accounts Manager fosters and sustains robust relationships with their customer portfolio to secure business retention, enhance sales within these accounts, and pursue new corporate clients in alignment with the overarching sales strategy of the division.

Main Responsibilities
  • Maintains existing business by cultivating strong relationships with key stakeholders in corporate accounts. Enhances customer understanding of the comprehensive value offered by Ecolab's products and services. Conducts regular executive business reviews with clients and collaborates with the Field Sales team to address product or service-related concerns.
  • Expands the portfolio of new business by deepening Ecolab's presence within current accounts. Introduces new FRS products and programs to corporate clients, facilitates relevant demonstrations, and employs solution-oriented selling to meet customer requirements. Works with clients to negotiate pricing actions and develops programs for the Field Sales team to target franchise accounts.
  • Secures new business through proactive prospecting within assigned accounts or geographical territories. Effectively identifies needs, articulates solutions, and successfully closes new business opportunities. Collaborates with Field Sales to conduct site evaluations and time-sensitive program and product trials.
  • Formulates and executes pricing and product strategies that uphold appropriate gross margin percentages while ensuring that overall sales and profit objectives are achieved within the assigned portfolio, adhering to division guidelines.
  • Oversees and coordinates new customer rollouts in partnership with Field Sales to guarantee the successful implementation of FRS products and programs into new accounts and/or the introduction of new products and programs into existing accounts.
  • Establishes effective partnerships with Total Enterprise Selling (TES) collaborators across Ecolab. Provides leads to TES partners and collaborates to close leads generated by TES partners.
  • Works closely with TES partners and leads cross-divisional teams to ensure comprehensive program success across all divisions involved within assigned accounts.
  • Maintains relationships with relevant corporate-level distributor representatives and contacts.
  • Operates safely at all times, employing safe driving practices and utilizing necessary personal protective equipment when in the field or at customer accounts. Remains vigilant regarding potential safety issues and actively works to address them.
Basic Qualifications
  • 5+ years of experience in business-to-business commercial sales or equivalent experience with Ecolab.
  • Possession of a valid driver's license and a satisfactory Motor Vehicle Record (for the past 2 years).
  • Home office equipped with internet access.
  • Willingness to travel up to 50% of the time.
  • Bachelor's degree.
Preferred Qualifications
  • Demonstrated history of exceptional individual sales performance, including experience in selling programs and/or services within Ecolab's core market segments (restaurant, hospitality, food retail, medical, food and beverage processing) and corporate or multi-unit sales experience.
  • Strong capability in relationship management with excellent consulting skills.
  • Outstanding communication and interpersonal abilities.
  • Knowledge of contracts and profit & loss statements.
  • Proven negotiation and presentation skills.
  • Self-driven with a strong focus on results.
  • Excellent organizational, time management, and follow-up skills.
  • Familiarity with the restaurant industry and product knowledge, along with sound business and financial acumen.
  • Exhibits problem-solving aptitude; capable of determining solutions for clients through a consultative sales approach.
Dimensions Size of Business / Scope

The market size varies by geography and customer.

Benefits

Ecolab is committed to providing comprehensive and competitive benefits to meet the needs of our associates and their families.

Covid-19 Vaccine Notice

In accordance with local mandates and customer requirements, applicants for certain customer-facing roles must be fully vaccinated, unless a religious or medical accommodation is requested and approved by Ecolab.

Americans with Disabilities Act (ADA)

Ecolab is dedicated to providing reasonable accommodations with our application process upon request, as required by applicable laws.