Senior Manager of Corporate Partnerships

2 weeks 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 thorough cleaning and food safety initiative tailored specifically for the food retail sector, collaborating with clients to pinpoint food safety challenges and mitigate the risk of foodborne illnesses.

Position Overview

The Corporate Account Executive is tasked with the responsibility of nurturing and expanding accounts within the food retail sector. This position involves acquiring new clients and enhancing relationships with existing ones through targeted introductions of innovative products and services. In every scenario, the Corporate Account Executive fosters and sustains robust relationships with their customer portfolio to ensure business retention, boost sales within those accounts, and seek out new corporate clients in alignment with the overarching sales strategy of the division.

Key Responsibilities
  • Maintains existing business by cultivating strong connections with key decision-makers in corporate accounts. Increases customer awareness of the comprehensive value of Ecolab's offerings. Conducts regular executive business reviews with clients. Collaborates with the Field Sales team to address product and service-related concerns.
  • Expands the portfolio of new business by enhancing Ecolab's presence within existing accounts. Introduces new FRS products and programs to corporate clients, facilitates relevant demonstrations, and employs solution-oriented selling to meet customer needs. Works with clients to secure pricing agreements. Develops initiatives for the Field Sales team to penetrate franchise accounts.
  • Acquires new business through proactive outreach within the designated accounts or geographic area. Effectively identifies needs, formulates and presents solutions, and successfully closes new business deals. Collaborates with Field Sales to coordinate site assessments and time-sensitive program and product trials.
  • Formulates and executes pricing and product strategies that uphold suitable gross margin percentages and ensure that overall sales and profit objectives are achieved within the assigned portfolio, adhering to division guidelines.
  • Leads and oversees the rollout of new clients, partnering with Field Sales to guarantee the successful integration 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 directs cross-divisional teams to ensure comprehensive Ecolab program success across all divisions present within assigned accounts.
  • Maintains relationships with relevant corporate-level distributor representatives and contacts.
  • Adheres to safety protocols at all times, including employing safe driving practices and utilizing necessary personal protective equipment when engaging in fieldwork and customer interactions. Remains vigilant regarding potential safety concerns and takes proactive measures 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 an acceptable Motor Vehicle Record (2 years).
  • Home office equipped with internet access.
  • Willingness to travel up to 50% of the time.
  • Bachelor's degree.
Preferred Qualifications
  • Demonstrated track record 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 experience in corporate or multi-unit sales.
  • Strong relationship management skills with excellent consulting capabilities.
  • Outstanding communication and interpersonal abilities.
  • Knowledge of contracts and P&L.
  • Proven negotiation and presentation skills.
  • Self-driven with a strong focus on results.
  • Exceptional organizational, time management, and follow-up skills.
  • Familiarity with the restaurant industry and product knowledge, along with solid business and financial acumen.
  • Exhibits problem-solving aptitude; capable of determining solutions for clients through a consultative sales approach.
Business Scope

The market size and scale vary based on geography and customer segments.

Benefits

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

Covid-19 Vaccine Notice

In compliance 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 will provide reasonable accommodations, such as qualified sign language interpreters or other personal assistance, during the application process upon request to comply with applicable laws. If you have a disability and require assistance, please visit the Recruiting Support link on our career website.

Commitment to Diversity and Inclusion

At Ecolab, we believe that diverse and inclusive teams are the most effective. We are dedicated to creating a workplace where every associate can thrive and reach their full potential. We are committed to fair and equal treatment of all associates and applicants. We recruit, hire, promote, transfer, and provide advancement opportunities based on individual qualifications and performance. We do not discriminate against any associate or applicant based on race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expression, genetic information, marital status, age, disability, or veteran status.

Additionally, we are committed to advancing the principles of Equal Employment Opportunity (EEO) through Affirmative Action (AA). Our goal is to fully utilize individuals from minority, female, disabled, and veteran backgrounds at all levels of our workforce. Ecolab is a place where you can advance your career, shape your future, and make a meaningful impact.

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