Global Enterprise Customer Lead

Ecolab Pharma Enterprise Solutions

Global Enterprise Director; Enterprise Solutions Customer Lead

The Ecolab Pharma Enterprise Solutions (PES) group develops and executes the strategy and joint value proposition across Ecolabs global Pharma market solutions (Pharma & Personal Care Bioprocessing Purification Technologies Water Solutions Pest Elimination and Facilities Management Solutions) to drive customer expansion and profitable growth while elevating our position as the most vital and comprehensive partner to the Pharma and broader Life Sciences market.

The Global Enterprise Director is an integral member of the Pharma Enterprise Solutions team responsible for leading global sales growth and customer expansion (high wide and deep) in a comprehensive manner across Ecolabs global Pharma market solutions ensuring thorough collaboration communication and creativity with the broader teams.

In addition this role will have unique responsibility as a Ecolab Enterprise Solutions (EES) Customer Lead with a focus on one of Ecolabs premier global enterprise customers (Sanofi).

This individual will significantly contribute to the development and execution of commercial strategies to retain grow and gain business throughout key Pharma Enterprise accounts to effectively

• Develop the Joint Value Proposition and Strategy for growth and expansion and formulate and execute the Enterprise Sales Plan (ESP) to drive sustainable business growth

• Be the One Ecolab expert among our Pharma solutions and ultimate single point-of-contact at the highest level with keen ability to uncover customer needs; own the customer C-suite relationship strategy ensuring a comprehensive and strategic approach to fostering strong connections at the executive level

• Provide interconnection among our internal cross-divisional teams to introduce and provide our broad range of innovative solutions

• Execute the sales and management strategy to retain grow and gain revenue and business profitability while proving a broader eROI and Total Value Delivered with each customer

• Enhance brand awareness and reputation within the account through strategic initiatives and relationship-building efforts

• Devise a long-term talent strategy and determine optimal staffing levels to ensure continuous support and relationship continuity

This role reports to the Vice President Enterprise Corporate Accounts. Together they partner to strategically plan and execute key growth initiatives for our customers with ownership of Joint Value Proposition Enterprise Sales Plan and specific Account Strategies for his or her assigned Pharma Enterprise and Ecolab Enterprise accounts.

This role is supported by PES and EES Marketing Strategy and Commercial Finance team-members and strongly collaborates with the Corporate Accounts and Sales teams of each division as well as the Marketing Finance RD&E and other Technical leaders and stakeholders of each division.

Expectations and Key Deliverables

• Develop and execute a strategic plan for the assigned strategic customer to drive partnerships that produce top and bottom-line growth and increased market share for Ecolab with an exponential return on investment for the customer

• Leverage Ecolab Executives and leaders to build and develop Enterprise-to-Enterprise relationships throughout the assigned customers organization

• Lead global cross-divisional and cross-functional teams and together identify new business opportunities and prepare for competitive scenarios; build contract and governance plan implementation plan manage and support internal and external communications; all with the ultimate goals of increasing revenue and accelerating the sales cycle for targeted accounts

• Partner with and support Division CAM and Sales leaders to understand business trends and opportunities and collaborate effectively to broaden innovative enterprise-wide solutions (i.e. Digital Sustainability and Technical Services) and value creation (eROI) with consideration of cross-divisional coordination and contract profitability

• Lead Quarterly and Annual Business Review processes and collaborate with PES and EES Finance and Marketing partners to aggregate revenue opportunities and sales and customer insights for effective Executive presentations

Basic Qualifications

• Bachelors degree

• 10 years of sales experience; 5 years managing Corporate/Strategic/Key accounts

• 5 years of experience in Pharmaceutical Life Sciences Healthcare or allied industry

• Familiarity with Ecolab systems and processes

• Based in North America or Western Europe

Preferred Qualifications

• MBA or related graduate level degree

• 5 years of Corporate/Strategic/Key Account Sales within Pharmaceutical Life Sciences or Healthcare industries

• Solid understanding of GMP or regulated environments

• 3 years of leadership or management experience

• Proven experience navigating and calling on Executive levels through an existing network

• Ability to routinely travel 40-50% (including regular international travel)

Demonstrated Leadership Skills

• Experience and achievement leading or managing high-performing individuals or teams and maximizing the strengths of others ensuring accountability and integrity at every step

• Enthusiasm to work with agility and autonomy in a dynamic and sometimes white space environment

• Ability to manage complexity amidst a multi-divisional global sales process

• High degree of Executive presence and ability to write and present effectively at the highest levels of any organization

• Capacity to communicate effectively with all levels of a complex matrix organization with strong interpersonal and relationship building skills; listens questions relates well

• Strategic and critical thinking analytical and problem-solving skills balanced with vision and creativity

• Ability to interface and collaborate effectively among a global business heralding Ecolabs continued values of Diversity Equity and Inclusion

• Champion of Corporate Responsibility and Sustainability

Global Corporate Account Management Sales Aptitude

• Experience developing and executing global sales strategy with proven results

• Strong business and financial acumen to develop and execute winning sales strategies and negotiate throughout a longer complex sales process

• Proficiency in building a network and relationship strategy unique to each customer based on current and future needs while fostering a long-term trusted relationship as a vital comprehensive partner throughout their entire manufacturing plant

• Strong strategic mindset to view and analyze a customer across multiple regions sites business units and solutions to cohesively understand the base business and determine best opportunities for growth and expansion

• Keen ability to determine key decision makers and influencers and gain access to executive levels throughout all functions at each customer

• Keen understanding and collaboration with internal stakeholders to develop unique Enterprise-wide solution offering that drive value with Ecolab solutions (I.e. Digital Sustainability Technical Services); effectively merchandize the total value of Ecolab service and product offerings in alignment with the customers key business needs and drivers

• Partner and communicate effectively with Corporate Account field sales and technical teams across all businesses to ensure thorough understand of the customers needs and assure the best customer experience; as a high-level single point-of-contact assure confidence and satisfaction in all Ecolab sales and services