Join Ecolab’s industry leading Light team as Corporate Account Lead IMEA in Dubai, UAE and see why Selling Power magazine has consistently ranked Ecolab as a top company to sell for.
We’re growing and need talented people like you to help us continue to protect the world’s most vital resources.
In this role, you will be responsible for managing a team of Corporate Account Managers in the IMEA region focusing on the Light industry consisting of Ecolab Corporate Accounts customers.
Your key objective is to drive the growth within the assigned customer base through the CAM team by demonstrating that the Ecolab promise and the value we provide as a total solutions partner cleaner, safer, healthier is delivered everywhere it matters.
You will develop and lead the assigned CAM team so that on-going relationships are maintained with customers while maximizing Ecolab’s offerings and profitability.
Additionally, you may be assigned one or more corporate accounts to directly supervise.
What’s in it For You :
The opportunity to take on some of the world’s most meaningful challenges, helping customers achieve clean water, safe food, abundant energy and healthy environments
The ability to make an impact and shape your career with a company that is passionate about growth
The support of an organization that believes it is vital to include and engage diverse people, perspectives, and ideas to achieve our best
What You Will Do : Business Results
Meet the established sales & profitability targets for the assigned portfolio.
Lead and coach employees in the area of responsibility (feedback, development, assessment, motivation)
Develops direct reports, defines targets and bonus measures
Builds an effective CAM team, promotes group morale and a winning spirit
Delegates and steps in when necessary to get issues resolved
Strategic vision and develops plans for future growth.
Excellent communicator strong interpersonal & relationship skills listens, asks critical questions, relates well with others, comfortable and effective operating within a team.
Establishes cross-divisional, cross-functional connections between Ecolab and customer counterparts. Builds relationships that lead to incremental value for Ecolab.
Work with and partner with diverse and multi-cultural employees and customers
Ensure direct reports and own development based on regular performance reviews.
Assess development needs and supports direct reports when establishing their development plans supports direct reports through effective coaching.
Selects high quality direct reports
Plan and implement internal training for entry level associates
Account & Customer Management
Liaise with key decision makers in assigned customers of the business segment and cultivate relationships to ensure satisfaction and confidence in ALL Ecolab offerings.
Target Customer Corporate Level (C-suite, VP Operations, Quality, Engineering, Food Safety, and Sustainability).
Serve as the knowledge expert with respect to understanding assigned customer businesses and collaborate with other key internal partners (Field Sales, Marketing, R,D&E, Supply Chain) to improve the overall customer experience provided by Ecolab, including innovation.
Business and Financial Management
Develop sales budgets for assigned CAM Team in the business segment that identifies opportunities both within and outside Nalco Water.
Develop and implement a pricing strategy with the assigned CAM team that ensures both the Light Division’s and Ecolab’s overall revenue and profit objectives are met.
Structure profitable deals that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements support the PCAF process.
Using judgment and business know-how, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations leverages understanding of customer share growth versus profitable growth.
Coordinate overall Ecolab contact with assigned customers to ensure the appearance of Ecolab as a seamless organization that delivers cross-divisional offerings efficiently and effectively.
Effectively represent Ecolab and the value we provide at industry and customer meetings.
Account Prospecting & Enterprise Selling
Support CAM’s to identify and prospect potential Ecolab Light customers. Determine who the key decision makers and influencers are and effectively merchandize the value of Ecolab offerings in alignment with the prospect’s key business needs and drivers.
Leveraging knowledge of the full suite of Ecolab products and offerings, design / structure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.
Surface CTC opportunities within existing and prospective customer accounts and successfully coordinate Ecolab resources cross-divisionally to create total solution proposals that effectively convert Ecolab capabilities into meaningful value for the customer.
Minimum Qualifications :
BA / BS degree
Min. 12 years of B2B sales experience with a large, international, matrixed organization
Prior experience in the industry
Good working knowledge of Business English
Ability and willingness to travel extensively
Preferred Qualifications :
Experience managing others either directly or indirectly
Customer service orientation
Good technical background and understanding of Customer’s manufacturing processes
Adequate chemical background to properly position Ecolab’s WPS offerings.
Speaks Customer’s local language
About Nalco Water
In a world with increasing water shortage and contamination challenges, Nalco Water, an Ecolab company, helps customers conserve more than 161 billion gallons of water each year.
We work with customers across the world in the light industry (institutional, food & beverage, transportation and manufacturing), heavy industry (chemical, power and primary metals industries), paper and mining operations to reduce, reuse, and recycle their water while protecting their systems and equipment.
Nalco Water provides the unique opportunity to work with a broad suite of technologies to deliver automated monitoring systems, data analysis and deep technical expertise to increase efficiency, sustainability and performance for our customers.
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.