Marketing Director – Institutional Global Accounts

This position will lead in developing profitable sales growth strategies for the multi-billion dollar Institutional Global & Corporate Accounts (G&CA) team in all geographic regions and market segments within the Institutional business. Primary focus is working with the SVP Global Accounts, VP of Corporate Accounts US, and the remaining Global Accounts leadership team to drive long term strategic planning, annual execution planning, & ongoing implementation of these plans in conjunction with all disciplines such as R&D and finance, with a strong emphasis on collaboration with Marketing. Significant collaboration with the Global Foodservice VP and Global Hospitality VP will be required. This position will also be responsible for the continual improvement and refinement of sales & collaboration tools, with particular focus on a robust, global CRM system to deliver growth & efficiency.

Main Responsibilities:

• Develop and manage Corporate Accounts marketing programs which will achieve sales goals for the G&CA team 
• Lead the development of the Strat 2020 plans for G&CA 
• Lead the development of the annual Sales & Profitability plan for G&CA 
• Facilitate the globalization of the INST Global Accounts team, with specific emphasis on global customer growth strategies and sales collaboration, global communication, and strategic targeting of high potential growth areas 
• Collaborate with INST Marketing to develop robust marketing strategies & programs which will meet INST profit objectives 
• Lead cross functional, multi-regional teams to execute world-class delivery of responses to Global bids and proposals to retain and grow the INST business profitably across the world 
• Create and lead Corporate Accounts sales acceleration plans including customer segment strategy and program positioning, specific targeting plans, tailored / customized presentations, sales forecasting, and market share analysis 
• Provide the sales force with leadership and effective marketing support, including sales tools, training, analytical support and problem solving capabilities 
• Drive ongoing sales planning analysis to determine optimal deployment of G&CA team 
• Enable customer-specific value proposition quantification efforts by leveraging understanding of INST products, services and sustainable benefits, specifically as they relate to unique corporate customer needs 
• Lead the creation of strategic customer growth & partnership plans for top global accounts 
• Manage the internal communication and publication process for sales performance against plan, with visibility up to Ecolab’s COO and CEO 
• Develop and implement innovative strategies to increase G&CA solution penetration through strong distribution interaction and partnership 
• Travel 25-30% based on need, customer face to face interaction, and team support

Preferred Qualifications:

• Bachelor’s degree with 7-10 years of relevant professional sales & marketing experience or MBA (strongly preferred) with at least 3 years of experience 
• Effective oral and written communication skills, organizational skills, good attention to detail and use of sound judgment in a fast-paced environment 
• Experience creating customer-facing presentations, with visibility to top executives 
• CRM experience and aptitude a strong plus (preferably Salesforce.com) 
• Proven initiative and ability to work independently while handling multiple tasks 
• Well-developed and proven leadership, strategic thinking, & business acumen 
• Business to business marketing experience is a strong benefit 
• Sales experience, either for Ecolab or elsewhere, is a strong benefit