The Corporate Account Manager manages corporate accounts, develops customer relationships, identifies growth opportunities, and supports contract management and customer value delivery.
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’ operations and converts that value into enhanced returns for the division. This includes communicating Ecolab’s 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 & Review
- Identify growth opportunities with targeted action lists & resource plans
- Develop DSR-level deployment plans for divisional programs and initiatives ensuring delivery of excellent customer service
- Coordinate and hold business reviews at identified accounts at plant, country, and/or corporate level ensuring agreed action plans are delivered
- Monitor and report market intelligence and competitive movement within accounts
- Support R&D, marketing and technical consultant in giving market feedback for innovation development.
Account & Contract Management
- Develop and maintain customer relationships at all levels, including cultivation of c-suite contacts
- Monitor and enforce Ecolab and customer contract compliance
- Prepare contract renewal plans, assess competitive position and NW performance to deliver, and negotiate and sign optimal offers in accordance w/internal policies
Customer Value Delivery and Documentation
- Identify, propose, deliver and document customer value opportunities
- Leverage field, engineering, and support teams to develop plans to improve customer operations
Corporate Account Prospecting
- Establish target customer lists and plans for developing new relationships or leveraging existing relationships to gain new business
- Maintain current customer pipeline information and up-to-date gains/losses reporting
- Organize trials; produce and present customer proposals aligned to internal approval process (PCAF)
- Negotiate and close new deals; manage contracting process w/Finance & Legal support
Requirements:
- BA/BS degree in Chemical/ Environmental Engineering
- 10 - 12 years of B2B sales experience with a large, international, matrix organization
- Prior experience in DATA Centre or Hi-Tech customers or processes
- Ability and willingness to travel extensively
- Experience 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 level
- Excellent negotiation skills
Top Skills
MS Office
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