The newly created Ecolab Pharma Enterprise Solutions (PES) group will develop the strategy and joint value proposition across Ecolab's global Pharma market solutions (Life Sciences, Nalco Water, Purolite) 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 Sales Director is an integral member of the Pharma Enterprise Solutions group, responsible for leading global sales growth and customer expansion in a collaborative, comprehensive manner across Ecolab's global Pharma market solutions with Life Sciences, Nalco Water, and Purolite.
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.
- 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.
- 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 with each customer.
This role reports to the Vice President, Strategy and Global Business Development. Together, they will partner to strategically plan and execute key growth initiatives for Pharma Enterprise Accounts, and co-develop the Joint Value Proposition, Strategic Business Plan, and Account Strategies for Pharma Enterprise Accounts.
This role is supported by the PES Marketing Strategy and Commercial Finance team members and strongly collaborates with the Corporate Accounts and Sales teams of each division (LS, NW, PL), as well as the Marketing, Finance, RD&E, and Technical leaders and stakeholders of each division.
Expectations and Key Deliverables
- Lead global, cross-divisional account strategies with LS, NW, and PL sales teams; 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 goal of increasing revenue and/or 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 Finance and Marketing partners to aggregate revenue, opportunities, and sales and customer insights for effective Executive presentations.
Basic Qualifications
- Bachelor's 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.
- Remotely based in North America.
- Ability to routinely travel 40-50% (including regular international travel).
Preferred Qualifications
- MBA or related graduate level degree.
- 5 years of Corporate/Strategic/Key Account Sales within Pharmaceutical, Life Sciences, or Healthcare industries.
- Deep 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.
Demonstrated Leadership Skills
- Experience and achievement leading or managing high-performing individuals or teams, ensuring accountability and integrity at every step.
- Enthusiasm to work with agility and autonomy in a dynamic "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 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.
- 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 offerings that drive value with Ecolab solutions (i.e., Digital, Sustainability, Technical Services).
- Partner and communicate effectively with Corporate Account, field sales, and technical teams across all businesses to ensure thorough understanding of the customer's needs and assure the best customer experience.
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