Ecolab

The Food & Beverage Digital Sales Accelerator (DSA) is responsible for merchandizing Ecolab’s strategy to key customer accounts and prospecting new customers within the Food & Beverage division. The DSA focuses on gaining and growing digital business within key accounts while maximizing Ecolab’s offerings and profitability. The key objective of the DSA is to expand our digital footprint and demonstrate the Ecolab promise and the value we provide as a total solutions partner by Protecting What’s Vital – enabling the best outcomes for people, planet and business health.

The DSA reports to the Director Technical Excellence Europe within the F&B business segment with significant interaction and partnership with field sales, corporate accounts, finance, engineering, and marketing.

Main Responsibilities:

Account & Customer Digital Expansion

• For all items below, the DSA will need to work with each Corporate Account Manager (CAM), Business Developer Manager (BDM) and/or Account Manager (AM) to get alignment on how to expand our digital offerings. The DSA will work both at the Corporate Level to get “permission to hunt” and create Corporate deals and also at the local level to get the formal yes from the plant budget owner (plant manager).
• Identify key digital decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in Ecolab’s digital solutions. This relationship building will need to be focused on expanding digital offerings, the overall customer strategy belongs to the CAM for Corporate Accounts and the AM for Street Accounts.
• Working with the CAM/BDM/AM to develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Ecolab as a full-service cleaning and sanitation provider.
• Serve as the knowledge expert with respect to industry specific technologies (CIP, membranes, food safety, digital, etc.) and share how these technologies support customer businesses with other key internal partners to improve the overall customer experience provided by Ecolab.
• Communicate regularly within Ecolab to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.

Business and Financial Management

• Develop sales targets for assigned customers and digital technologies that identify opportunities both Food & Beverage Division.
• Partner with finance to develop and implement a pricing strategy in assigned customers that ensures both the Food & Beverage division’s and Ecolab’s overall revenue and profit objectives are met.
• Partner with finance and commercial teams (Corporate Accounts/BDM/Field) to structure profitable deals that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements. These deals have to be aligned with the overall account strategy which is owned by Corporate Accounts/BDM/Field.
• Using judgment and business knowhow, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations – leverages understanding of growth versus profitable growth.

Merchandizing Value

• Partnering with CSMs, corporate account managers, field, and other internal partners to consolidate data to quantify and monetize the value that Ecolab delivers to customers.
• Effectively align the value Ecolab provides with customer needs and drivers to expand digital solutions within current customers.
• Effectively represent Ecolab and the value we provide at industry and customer meetings.
• Share customer insights with internal partners to help with broad marketing and lead generation efforts, as well to continuously improve Ecolab’s digital programs.

Account Prospecting & Enterprise Selling

• Identify and prospect potential Ecolab Food & Beverage customers for specific digital solutions. Determine who the key decision makers and influencers are and effectively merchandize the value of Ecolab service and product offerings in alignment with the prospect’s key business needs and drivers.
• Leveraging knowledge of the full suite of Ecolab digital products and offerings, design/structure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.
• Developing opportunities within existing and prospective customer accounts and successfully coordinate Ecolab resources cross-divisionally to create digital proposals that effectively convert Ecolab capabilities into meaningful value for the customer.

Position Details:

• This position is based in major city in pre-defined region/country in Europe, within driving distance of a major airport.
• Territory covers pre-defined regionof Europe
• 50% of overnight travel required.

Minimum Qualifications:

• Bachelor's degree
• 5+ years of deep technical expertise within a related technology.

Preferred Qualifications:

• Sales experience with a large, global, matrixed organization.
• Prior experience in or selling into the food industry, preferably with digital platforms.
• Strong data analysis capabilities
• Strong financial skills, including but not exclusive to P&L management.
• Demonstrated success impacting results without direct authority.
• Experience driving results and adoption of digital tools for value delivery.
• Understanding of relevant knowledge (CIP, membranes, etc.)
• Excellent verbal and written communication skills in English; ability to work well in international teams and collaborate with peers.
• Self-starter with strong organization & planning skills
• Ability to build and maintain relationships with customers and also with several internal stakeholders in the sales organization, including commercial functions.
• Strong resiliency and ability to navigate roadblocks.
• Attention to detail; strong sense of urgency.
• Proficient with MS Word, Excel, PowerPoint, and Outlook