Global Account Manager - Institutional Division (Remote)

Ecolab; Leiden; Remote; EUR 90,000 - 130,000; Full time

Job summary

Ecolab is seeking a senior sales leader for the Global Account Manager - Institutional Division (Remote). You will own the full sales cycle, drive growth across key accounts, and lead complex negotiations while identifying new business opportunities.

The role emphasizes building relationships with senior decision makers and collaborating across teams to exceed objectives. Responsibilities include negotiating contracts, managing on-site trials, and delivering value through innovative programs and

Qualifications

• Min. 10 years of experience in a B2B sales environment with direct sales and service management.
• University degree in business-related subject is required.
• End-to-end sales skills and experience in retaining and developing corporate accounts.
• Ability to build relationships with senior decision makers within chain accounts.
• Strong leadership, interpersonal and communication skills.
• Entrepreneurial, independent work style with budget and scheduling discipline.
• Solid commercial understanding, financial acumen and analytical ability.
• Strong problem-solving, organization and planning skills.
• Proficient with CRM software and MS Office (Excel, PowerPoint).
• Willingness to travel extensively nationally and internationally.
• Fluent in English.

Responsibilities

• Live and promote Ecolab culture and values with integrity and inclusivity.
• Sell Ecolab value propositions and innovative programs to customers.
• Meet or exceed annual net new business objectives and grow portfolio.
• Lead negotiations on terms, pricing, and contract renewals with customers.
• Develop customer strategies and deep relationships across global accounts.
• Maintain sales pipeline, planning, and progress reporting.
• Share best practices across teams and manage travel expenses.
• Act as Ecolab brand ambassador focused on cleaning, safety and sustainability.

Skills

Negotiation

Relationship building

Leadership

Communication

Analytical ability

CRM software

Excel

PowerPoint

Education

University degree in business-related subject

Tools

CRM software

Excel

PowerPoint

Job description

Join Ecolab as a senior sales leader in the Global Account Manager - Institutional Division (Remote) role, driving growth across key accounts by delivering innovative solutions in cleaning, safety, and sustainability. You will own the full sales cycle, build strong customer relationships, and lead complex negotiations while identifying new business opportunities. As a trusted advisor and brand ambassador, you'll collaborate across teams to exceed business objectives and create lasting customer value.

How you'll make an impact:

• Live and promote Ecolab's culture and values internally and vis-to-vis customers, act with integrity and create a positive and inclusive working culture for all associates
• Personally sell Ecolab value proposition of industry-leading programs, technology, information and customer service; focus on selling new innovation programs
• Meet/ exceed annualized net new business sales objectives; actively support Institutional's Retain, Grow, Gain portfolio strategy
• Lead customer negotiations and reviews, including contractual terms and conditions, KPI's, pricing and product mix management, and contract renewals; effectively coordinate product application and on-site trials to penetrate new/ existing accounts
• Build and leverage effective business relationships to create value for self, colleagues and customers: develop customer specific strategies and strong relationships with international / global customers to get deep, high and wide into their organization; develop strong peer networks across field sales, distribution and business support organizations (finance, marketing,…)
• Meet key business planning and reporting requirements including viable sales pipeline in various stages of the sale, quarterly/ annual sales plan and activity recaps, progress on account penetration, new business reporting and monthly progress report
• Stay informed with regard to industry changes and trends, proactively communicate current market information such as application of products in various markets, suggested marketing programs, etc. to management on a regular basis
• Share best practices for sales skills and behaviors with team members in corporate accounts, field sales and distribution teams
• Manage travel expenses against budget
• Act as Ecolab brand ambassador, focused on cleaning and safety, water, sustainability, efficiency and innovation

Qualifications:

• Min. 10 years of experience in a business-to-business sales environment in a similar direct sales and service management role (Facility management / Hospitality/Restaurant/ industries knowledge will be a plus)
• University degree in business-related subject
• Superior end-to-end sales skills with a proven track record of success in sales management; experience of retaining and developing corporate accounts across multiple channels
• Strong customer service skills and integrity with extraordinary ability to develop relationships with senior customer decision makers within chain accounts
• Demonstrated leadership abilities, excellent interpersonal and communication skills
• Strong entrepreneurial skills: ability to work independently and set own schedule as well as ability to work and partner with diverse and multi-cultural associates
• Proven initiative to improve, innovative and create value
• Sound commercial business understanding, incl. financial acumen, analytical ability
• Strong problem-solving skills with the ability to understand what the customer needs
• Good organization and planning skills with a high attention to detail
• Ability to use technology and analysis tools (Customer relationship management software, Excel, PowerPoint)
• Proven ability to work in a fast-paced, multi-tasking work environment
• Willingness to travel extensively nationally and internationally
• Fluency in English

About Ecolab:

At Ecolab, we prioritize our talent-first philosophy by creating the most capable and diverse team to excel at our nearly three million customer sites.

Our 48,000 associates help deliver comprehensive science-based solutions, data-driven insights and world-class service for customers in the food, healthcare, life sciences, hospitality and industrial markets in more than 170 countries around the world.

Our solutions enhance operational efficiency, contribute to sustainability and public health, and improve operational efficiencies and sustainability for customers.

Benefits we offer

Ecolab is committed to offering comprehensive and competitive benefits to meet the needs of our employees and their families. Benefits support employee health and well-being, including health and absence policies. Benefits also support financial well-being, including short- and long-term financial incentives as well as retirement income and planning. Specific offerings may vary by location.