Ecolab is seeking an Assistant Vice President Corporate Accounts - Retain & Grow - Germany.
The AVP Corporate Accounts - Retain & Grow leads and manages a team of Corporate Account Managers in his/her region and plays an integral role in Ecolab Institutional division’s strategy to develop, retain and grow the current customers’ portfolio. In this role, he/she empowers and develops the team to achieve their full potential, while leading the team to execute on the most critical aspects of the business strategy and aligning Ecolab’s resources to deliver superior value for our customers, in close partnership with Field Sales team leaders, Global Account organization, Corporate Finance, and other support functions. He/she is responsible for managing current business by maintaining continuous market analysis, enabling the team to connect with new networks and ensure profitable contracts, commitments execution, TVD, and innovation.
Key Responsibilities
* Manage contract successes in line with lean resource management.
* Use/apply safety instructions, regular training, and dedicated safety tools.
* Perform “Be safe” assessments.
* Ensure PPE package is ready to be used.
* Complete safety observations, SOS training, commentary drive, near misses, and accidents reporting, use VRM.
* Be a source of proposals on own safety and on the safety of customer sites.
* Proactively align and positively engage his/her team, Field leaders, Finance leaders, and other functions and divisions.
* Intensify and develop the network of customer high, wide, and deep as well as industry contacts to enhance knowledge of industry trends and drivers to help recognize emerging opportunities and threats to support the team’s growth plans.
* Successfully empower the team to negotiate major contracts and lead value (TVD through the 3Cs model) at customer European/country headquarter locations with key decision-makers.
* Demonstrate leadership skills across Corporate Account organizations as well as field sales/distribution and wider market; establish collaborative relationships internally and externally (customers, prospects, trade organizations) to strengthen productivity, the Ecolab brand, and success.
* Display strong personal accountability, professionalism, and customer/product/solution knowledge at every customer touchpoint; ensure his/her team successfully calculates a profitable product mix together with the Corporate Finance team.
* Foster innovation and continuous improvement practices: generate a positive impact on business growth through growing existing business and supporting new program/product launches & GMI.
* 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.
* Regularly report to Senior Leadership on GTW, sales, and profitability achievement as well as attendance in regional/country’s Sales meetings.
* Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency, and innovation.
* Set a clear and inspiring vision for the team of direct reports that aligns our division’s strategy and focus into tangible goals.
* Work with each team member to convert their goals into actionable business plans that demonstrate individual accountability.
* Ensure a future-oriented development plan, including annual PP&Ds by continuous performance and talent management.
* Provide coaching and feedback to each team member to enable professional development.
* Recognized as Ecolab role model by peers and management, within division as well as market organizations in annualized net business sales objectives, through gains (GTW) of new business within existing customers.
* Optimize the team design to ensure resources are focused on the right opportunities and priorities to deliver growth.
* Focus on delivering the division’s strategic imperatives like TVD, profitability, and innovation programs through the team.
* Focus on achieving strong results in acquisition and conversion of new prospects to lead the contract execution (contracts signed and market share < 30%) in order to work on a constant business growth with new customers.
* Own the overall GTW pipeline, annual sales plan & monthly progress report, validate the GTW impact into the sales report (sanity check) and ensure accuracy.
* Empower team members to execute customer negotiations including contractual terms and conditions, TVD; effectively coordinate product application and on-site trials to penetrate and grow existing accounts.
* Ensure that the team achieves the highest standard of closing deals with compliant contracts and sustainable customer satisfaction.
Key Skills
* Demonstrated leadership abilities; excellent interpersonal and communication skills (emotional intelligence, empathy). Collaboration and abilities to work in a matrix.
* Strong entrepreneurial skills; ability to work independently and set own schedule as well as ability to work and partner with diverse associates.
* Min. 10-15 years of experience in a business-to-business field sales environment and leading role, ideally previous experience as Ecolab Sales, or similar direct sales and service management role in comparable business-to-business industry.
* University degree in business-related subject preferred.
* Superior end-to-end sales skills with a proven track record of success in leading sales teams; long experience of acquiring and developing corporate accounts across multiple channels.
* Project management skills to facilitate success in complex contract execution.
* Fluency in English (min. C1-level) as well as knowledge of local language(s) within specified geography and/or business language of key customers.
Travel as necessary to be around 60% of the time to customers and to work with local teams in the countries (Europe).
Located in a central city (int’l airport).
Our Commitment to Diversity and Inclusion
Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. Our goal is to fully utilize minority, female, and disabled individuals at all levels of the workforce. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, Ecolab 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, or disability.
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