Job Description

Summary:The Nalco Water Corporate Accounts Manager is responsible for growing the data center business in the region and at the same time maintaining a portfolio of existing national or international corporate account contracts. The successful CAM builds and maintains relationships with customers, design consultants, contractors and end users. In addition, CAM develops and implements plans to create ongoing improvement in customers\xe2\x80\x99 operations and converts that value into enhanced returns for the division. This includes communicating Ecolab\xe2\x80\x99s total solution approach across multiple levels in accounts. CAM engages internal stakeholders and provide support to technical consultant, R&D and Marketing team to support development and implementation of innovation.:Business Planning & ReviewIdentify growth opportunities with targeted action lists & resource plansDevelop DSR-level deployment plans for divisional programs and initiatives ensuring delivery of excellent customer serviceCoordinate and hold business reviews at identified accounts at plant, country, and/or corporate level ensuring agreed action plans are deliveredMonitor and report market intelligence and competitive movement within accountsSupport R&D, marketing and technical consultant in giving market feedback for innovation development.Account & Contract ManagementDevelop and maintain customer relationships at all levels, including cultivation of c-suite contactsMonitor and enforce Ecolab and customer contract compliancePrepare contract renewal plans, assess competitive position and NW performance to deliver, and negotiate and sign optimal offers in accordance w/internal policiesCustomer Value Delivery and DocumentationIdentify, propose, deliver and document customer value opportunitiesLeverage field, engineering, and support teams to develop plans to improve customer operationsCorporate Account ProspectingEstablish target customer lists and plans for developing new relationships or leveraging existing relationships to gain new businessMaintain current customer pipeline information and up-to-date gains/losses reportingOrganize trials; produce and present customer proposals aligned to internal approval process (PCAF)Negotiate and close new deals; manage contracting process w/Finance & Legal supportRequirements:BA/BS degree in Chemical/ Environmental Engineering10 - 12 years of B2B sales experience with a large, international, matrix organizationPrior experience in DATA Centre or Hi-Tech customers or processesAbility and willingness to travel extensivelyExperience working with and knowledge of computers (e.g., MS Office suite)Exceptional interpersonal, communication, and presentation skills with demonstrated ability to develop relationship at executive levelExcellent negotiation skills

Ecolab