Account Management & Customer Success – Digital Solutions

Ecolab; Pune District; On-site; INR 800,000 - 1,200,000; Full time

Job summary

A leading global solutions provider located in Pune District, Maharashtra, is seeking Account Management professionals to enhance digital adoption in food and beverage hygiene. The role centers on managing customer relationships post-sale, ensuring value realization, and identifying expansion opportunities. Candidates should have 4–8 years of experience in account management and strong communication skills, alongside a bachelor's degree in a related field.

Qualifications

• 4–8 years of experience in B2B account management or customer success.
• Strong understanding of digital products and SaaS platforms.
• Experience with multiple stakeholder levels.

Responsibilities

• Own the post-sale customer relationship for digital accounts.
• Drive customer onboarding and user enablement.
• Track customer value realization through analytics.

Skills

Customer relationship management

Data analysis

Communication

Presentation

Stakeholder engagement

Education

Bachelor's degree in Engineering, Business, Food Technology, Chemistry, Life Sciences

Tools

Salesforce

Job description

Overview

The Ecolab Global Intelligence Center (EGIC) is Ecolab Digital’s 24/7 intelligence engine – monitoring 192,000+ connected devices, processing 120B+ data points annually, and delivering $22M+ in verified customer value across water treatment, food safety, and industrial operations. We are hiring Account Management / Customer Success professionals across the business segment – Food & Beverage Hygiene – to drive the commercial impact of Ecolab’s digital solutions. In this role, you will work directly with customers and field sales representatives to grow digital adoption, ensure value realization, and expand the footprint of digital programs within assigned accounts. This is a customer-facing commercial role – not a traditional analyst position. You will own the post-sale customer relationship: driving onboarding, tracking adoption and usage, building value stories, managing renewals, and identifying expansion opportunities in partnership with field sales. You’ll need the commercial instinct to spot growth opportunities and the analytical rigor to prove value with data.

Responsibilities

• Customer Success & Value Realization
  • Own the post-sale customer relationship for assigned digital accounts within your segment – serve as the primary EGIC point of contact for adoption, value delivery, and ongoing engagement.
  • Drive structured onboarding and user enablement to accelerate time-to-value after deployment.
  • Track and report customer value realization (TVD) using usage analytics, dashboards, and outcome metrics – translating data into compelling value narratives for customers and internal stakeholders.
  • Conduct regular business reviews with customers, presenting realized value, usage trends, and actionable recommendations to strengthen engagement and deepen program adoption.
• Account Growth & Expansion Support
  • Partner with field sales representatives to identify and pursue upsell, cross-sell, and multi-site replication opportunities within existing accounts.
  • Build account plans that map digital adoption potential across customer sites, programs, and stakeholder groups within your assigned segment.
  • Support field sales in shaping outcome-based value propositions and ROI business cases tailored to the segment’s operating environment and KPIs.
  • Contribute to digital conversion efforts by scoring customer readiness and recommending targeted adoption plays for hardware-only or underutilized accounts.
• Retention & Renewal Management
  • Monitor customer health through usage signals, engagement patterns, and satisfaction indicators – proactively flagging and mitigating churn risk.
  • Own renewal execution for assigned accounts, ensuring timely renewals and minimizing revenue leakage.
  • Develop and execute recovery plans for at-risk accounts in coordination with product, service, and field teams.
• Stakeholder & Cross-Functional Collaboration
  • Engage customer stakeholders relevant to your segment – plant operations, quality, EHS, engineering, procurement, infection prevention, or facility management – to build multi-threaded relationships and deepen digital adoption.
  • Collaborate with product, service, implementation, and field sales teams to ensure seamless customer experiences from deployment through expansion.
  • Share customer feedback, competitive intelligence, and adoption insights to inform product direction and go-to-market strategy for your segment.
  • Maintain disciplined CRM hygiene, accurate account health records, and transparent pipeline/forecast inputs.

Required Qualifications

• 4–8 years of experience in B2B account management, customer success, or consultative commercial roles in one or more of the following industries:
• Water: Industrial water treatment, utilities, power, chemicals, or heavy manufacturing.
• F&B Hygiene: Food & beverage processing, dairy, brewing, CIP operations, or food safety/quality.
• Institutional & Specialty: Healthcare, hospitality, life sciences, facility management, or institutional cleaning/hygiene.
• Strong understanding of digital products and platforms (SaaS, connected devices, remote monitoring, analytics, automation) and how they create measurable customer value.
• Demonstrated ability to manage customer relationships, drive adoption, and articulate value realization with data.
• Experience engaging multiple stakeholder levels in customer environments – from frontline operators to engineering, quality, and facility leaders.
• Ability to build ROI-based value stories and communicate both technical and commercial outcomes clearly.
• Strong communication, presentation, and relationship management skills.
• Bachelor’s degree in engineering, Business, Food Technology, Chemistry, Life Sciences, or a related field (or equivalent professional experience).

Preferred Qualifications

• Experience in customer success, account management, or commercial roles within digital/IoT environments – including driving adoption, onboarding, and change management.
• Domain knowledge relevant to your target segment:
• Water: Cooling towers, boilers, RO/UF, wastewater treatment, and associated operational KPIs.
• F&B Hygiene: CIP systems, sanitation protocols, food safety compliance (HACCP, FSMA), and production hygiene KPIs.
• Institutional & Specialty: Infection prevention, laundry/housekeeping operations, water management in healthcare/hospitality, or specialty chemical applications.
• Comfort with data-driven customer engagement: leveraging dashboards, usage metrics, and value realization reports to drive conversations and demonstrate impact.
• Understanding of recurring revenue levers – onboarding, user enablement, usage analytics, renewal/expansion motions – and how they compound long-term commercial outcomes.
• CRM proficiency (e.g., Salesforce) with strong discipline around account health tracking and forecast accuracy.
• Ability to work effectively in a matrixed, globally distributed organization and influence outcomes without direct authority.