Assistant Vice President Corporate Accounts - Institutional "Retain & Grow" - Germany

Ecolab is seeking for an Assistant Vice President Corporate Accounts - Retain & Grow - Germany.

The AVP Corporate Accountsr - Retain & Grow leads and manages a team of Corporate Account Managers Retain and Grow 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 partnering with Field Sales team leaders, Global Account organization, Corporate Finance and other support functions. He/she’s responsible to manage current business by having a continuous market analysis in place, enabling the team to connect with new networks and ensure profitable contracts, commitments execution, TVD and

innovation.

Key Responsibilities

- Use / apply safety instructions, regular trainings, 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 source of proposals on own safety and on the safety of the customers sites.

- Leading the business

• Proactively align and positively engage his/her team, Field leaders, Finance leaders, other functions and divisions to

  manage contract successes in line with a lean resource management

• Intensify and develop the network of customer high, wide and deep as well as industry contacts to enhance the

  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 touch point; ensure his/her team successfully calculates a profitable product mix together with the Corporate Finance team

• Foster innovation and continuous improvement practices: generate 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.

• Regular 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

- Leading People

• Set a clear and inspiring vision for the team of direct reports that aligns our division’s strategy and focus into tangible

  and motivating goals for each team member

• Work with each team member to convert their goals into actionable business plans that demonstrate individual

  accountability

• Leading the people to ensure a future-oriented development plan, including annual PP&Ds by continuous

  performance and talent management

• Provide coaching and feedback to each team members to enable the professional development.

• Recognized as Ecolab role model by peers and management, within division as well as market organizations

- Driving Results

• Optimize the team design to ensure resources are focused on the right opportunities and priorities to deliver growth

  in annualized net business sales objectives, through gains (GTW) of new business within existing customers

• 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 convertion 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

• Ensure to empower the 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 highest standard of closing deals with compliant contracts and sustainable customer

  satisfaction

Key skills

- Interpersonal

• 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

- Technical

• 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

- Enterprise presence

• Demonstrate confidence and poise in gaining access to and relating with customers, Ecolab, and other executives.

• Commands the attention of others and quickly establish credibility.

• Willingly has tough conversations and makes difficult or unpopular decisions (e.g., can say “no”).

• Conveys humility, respect, and appreciation for others’ contributions

- Commercial

• Superior end-to-end sales skills with a proven track record of success in sales development; experience of developing corporate accounts across multiple channels

• Strong integrity with extraordinary ability to develop relationships with senior customer decision makers within chain accounts

• Negotiates effectively to find solutions that deliver unique customer value and strong Ecolab profitability.

• Addresses differences and conflict directly and constructively to create win-win solutions.

• Drive customer and other initiatives to completion by following up and/or through in a timely manner.

• Holds self and others accountable for achieving expected results.

• Know Ecolab strategy and model.

• 3C model (Create / Communicate / Capture).

• Social media selling: LinkedIn.

- Finance

• Structure of margin / P&L

• Flat Fee / Capex Spend management

• Know how the OTC processes flow work, key contacts, digital tool for claims.

- Language

• 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).

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