Global Account Manager - Institutional Division

Join Ecolab as a senior sales leader driving growth across key accounts by delivering innovative solutions in cleaning, safety, and sustainability. You will own the full sales cycle, build strong customer relationships, and lead complex negotiations while identifying new business opportunities.

How You'll Make An Impact

• Live and promote Ecolab’s culture and values internally and vis-à-vis customers, act with integrity and create a positive and inclusive working culture for all associates.
• Personally sell Ecolab value proposition of industry-leading programs, technology, information and customer service; focus on selling new innovation programs.
• Meet/exceed annualized net new business sales objectives; actively support Institutional’s Retain, Grow, Gain portfolio strategy.
• Lead customer negotiations and reviews, including contractual terms and conditions, KPI’s, pricing and product mix management, and contract renewals; effectively coordinate product application and on-site trials to penetrate new/existing accounts.
• Build and leverage effective business relationships to create value for self, colleagues and customers: develop customer specific strategies and strong relationships with international/global customers to get deep, high and wide into their organization; develop strong peer networks across field sales, distribution and business support organizations (finance, marketing…).
• Meet key business planning and reporting requirements including viable sales pipeline in various stages of the sale, quarterly/annual sales plan and activity recaps, progress on account penetration, new business reporting and monthly progress report.
• Stay informed with regard to industry changes and trends, proactively communicate current market information such as application of products in various markets, suggested marketing programs, etc. to management on a regular basis.
• Share best practices for sales skills and behaviors with team members in corporate accounts, field sales and distribution teams.
• Manage travel expenses against budget.
• Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency and innovation.

Qualifications

• Min. 10 years of experience in a business-to-business sales environment in a similar direct sales and service management role (Facility management / Hospitality/Restaurant/ industries knowledge will be a “plus”).
• University degree in business-related subject.
• Superior end-to-end sales skills with a proven track record of success in sales management; experience of retaining and developing corporate accounts across multiple channels.
• Strong customer service skills and integrity with extraordinary ability to develop relationships with senior customer decision makers within chain accounts.
• Demonstrated leadership abilities, excellent interpersonal and communication skills.
• Strong entrepreneurial skills: ability to work independently and set own schedule as well as ability to work and partner with diverse and multi-cultural associates.
• Proven initiative to improve, innovative and create value.
• Sound commercial business understanding, incl. financial acumen, analytical ability.
• Strong problem-solving skills with the ability to understand what the customer needs.
• Good organization and planning skills with a high attention to detail.
• Ability to use technology and analysis tools (Customer relationship management software, Excel, PowerPoint).
• Proven ability to work in a fast-paced, multi-tasking work environment.
• Willingness to travel extensively nationally and internationally.
• Fluency in English and German.