长沙招聘

OBJECTIVE

1. To achieve the sales and profit targets for the Institutional Division as set out in the annual budget.
2. To maintain quality relationships with current corporate accounts, to increase sales opportunities in current corporate accounts and to sell new corporate accounts.
3. To renew all agreements and gained all new projects.
4. To deliver to customer the highest standard of service excellence.

NATURE AND SCOPE

Location within the organization : This position reports to the Area Vice President with functional reporting relationship to the Field Sales Manager, Area VP/GM Institutional, and / or VP Global Accounts.

Products or services provided : Corporate accounts represent a significant portion of the Institutional Division sales volume. This position is responsible for maintaining current corporate account sales levels, increasing sales in current accounts and selling new corporate accounts. The profitability of the organization as a whole is heavily dependent on the initiative and performance of the incumbent.

Organization of activities : The incumbent is responsible for ensuring a quality partnership exists between Ecolab and the corporate account. To ensure a quality relationship exists, the incumbent must effectively organize communications between corporate account personnel and Ecolab personnel including Territory Managers, District Managers, Field Sales Manager, Region Manager, Local Administration and Distribution.

In essence, the incumbent must act as a mediator between the corporate account and Ecolab ensuring the accounts’ needs are understood and effectively met by the necessary Ecolab personnel.

The incumbent must effectively servicing existing accounts, identifying current account needs, selling and merchandising Ecolab products and selling new corporate accounts. In addition, the incumbent must meet the challenges of negotiating new agreements and fine tuning existing agreements to ensure the agreements are profitable.

Level of authority : The incumbent is given almost complete flexibility to enhance and negotiate agreements with corporate account customers. Incumbent has somewhat pricing authority within local and global account guidelines. The incumbent is to ensure the objectives or businesses are achieved within the policies and procedures of the company.

Contacts : Internally, the incumbent has contact with any and all Ecolab personnel necessary to meet the needs of a current account or to sell a new account. The incumbent must be able to motivate and direct Ecolab personnel in anticipating and meeting the needs of existing and potential corporate account customers.

Externally, the incumbent is the organization’s preeminent sales position and as such has a leadership role in identifying and securing new corporate account business. The incumbent has contacts with top management of corporate chain accounts for the implementation or expansion of corporate accounts sales programs and a variety of industry organizations to keep up to date on trends and developments and to develop new account leads.

Performance Measurement : The incumbent’s performance is measured by retention of existing corporate accounts, a high level of corporate account customer satisfaction, quality Executive Reviews conducted, increased account penetration in current corporate accounts, new corporate accounts sold and the profitability of corporate account agreements.

PRINCIPAL ACCOUNTABILITIES

? Retain existing corporate accounts:
？ Define for the corporate account customer the partnership between Ecolab and the customer.
？ Creatively merchandise to the corporate account customer the full value of Ecolab’s products and services.
？ Understand the corporate objectives and culture of the corporate account customer and how that impacts Ecolab.
？ Effectively translate corporate account needs to the appropriate Ecolab personnel.
？ Resolve problems that arise between the corporate account and Ecolab.
？ Keep informed on corporate account personnel and policy changes and understands the impact on Ecolab of these changes and communicates the changes and impact to appropriate Ecolab personnel.
？ Effectively coordinate rollouts of products, trials, surveys, new chains, price increases, etc.
? Increase penetration in existing corporate accounts:
？ Identify untapped corporate account needs Ecolab can meet.
？ Seek to build a culture within the business that embodies the “Cleaner, Safer and Healthier” and delivers the highest possible standard of customer service.

？ Effectively explain these needs to the corporate account customer through quarterly / monthly executive reviews and presentations.
？ Provide a credible introduction for other Ecolab businesses into existing corporate accounts. Actively assist other Ecolab businesses in selling to existing corporate accounts.
? Sell new corporate accounts:
？ Develop target prospect list.
？ Represent Ecolab at industry trade shows and conferences.
？ Develop and implement corporate account sales strategies.
？ Negotiate profitable corporate account agreements. Ensure new agreements do not jeopardize previous price agreements.
? Create an Ecolab team approach to maintaining, penetrating and selling corporate account business:
？ Recognize contributions to the corporate account from other Ecolab sales employees.
？ Provide training to sales personnel on how to effectively work with a corporate account.
？ Understand the Ecolab resources available to support a corporate account.
？ Assist the Field Sales Manager with special projects, training and support to the corporate account customer as required.

ESSENTIAL FUNCTIONS

This position requires:

? Demonstrated strong sales, people skills and management skills.
? Demonstrated ability to negotiate to yes and around no.
? In-depth knowledge of markets, accounts, product lines, demonstration techniques and Institutional Core Products Lines.
? Demonstrated ability to effectively achieve budget goals.
? Demonstrated commitment to continual improvement and to providing an excellent level of customer service.
? Demonstrated ability to develop and implement corporate account sales programs.
? Demonstrated ability to motivate and lead diverse groups of individuals.
? Ability to communicate effectively with all levels of the organization both within and outside the Institutional Division.
? Submit a monthly progress report to the Area Vice President outlining progress versus objectives.
? Financial aptitude – Demonstrated ability to set prices and understands the consequences of the price agreements.
? Ensure full compliance with all applicable regulatory and corporate standards. Maintain strict adherence to the code of conduct.

艺康集团（纽交所代码：ECL）作为近300万个客户网点值得信赖的合作伙伴，是全球水、卫生、感染预防解决方案和服务领域的伙伴，致力于保护公众健康和生态健康，从而实现自身和客户的业务健康。艺康集团销售额达130亿美元，汇聚了47,000多名员工，为分布于全球170多个国家的食品饮料、餐饮、零售、酒店、医疗健康和工业市场客户提供全面科学的解决方案、数据驱动的洞察和服务，提升食品安全，助力维护清洁安全的环境，优化水资源和能源的利用，提高运营效率并实现可持续发展。

艺康（中国）投资有限公司是艺康集团设立的大中华区域总部。自1975年进驻大中华区，以创新的方案助力解决食品安全、清洁健康、水资源有效利用和节能减碳等关键性议题，迄今已有40多年服务本土市场的专业经验。目前，我们在大中华区共有近3,300名员工、5家生产基地、1所研发中心和遍布各地的办事处。

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