Business Development Manager - Biodecontamination Services - #19503414

Ecolab Inc.

Date: Dec 26, 2020
City: Los Angeles, CA
Contract type: Full time
Ecolab Inc.

Ecolab is the global leader in water, hygiene and energy technologies and services that provide clean water, safe food, abundant energy and healthy environments. We deliver comprehensive programs and services to the food, energy, healthcare, industrial and hospitality markets in more than 160 countries.

For the newly created Life Sciences division, offering dedicated programs for effective cleaning and disinfection to target customers, we are hiring a Business Development Manager for our Rapid Bio-Decontamination Services (RBDS) group focused on the Pharmaceutical Manufacturing segment.

What you will do:

The Business Development Manager is responsible for the profitable growth of the RBDS sales by winning new customers in the countries with limited RBDS penetration, as well as building on existing customer relationships and expanding opportunities through new business. Business Development Managers foster strong customer relationships by providing personalized service and valuable expertise in cleaning, disinfection and delivering solutions to customers.

Market intelligence

  • Creative strategic plan with inputs from the marketing creating sustainable foundation for future growth acceleration in conjunction with others on the Service Excellence team

  • Developing a go-to-market strategy as a result of the market intel and competitive landscape analysis with oversight from senior management

  • Understanding and communicating industry, regulatory changes and trade implications

  • Monitoring and updating on competitor activity. Adjusting the approach to create the best possible outcome for the customer and our growth/profitability

Gain new customers

  • Relationship and trust building with customers, external thought leaders, industry partners, and internal stakeholders (particularly corporate accounts and the field) to win new business due to risk adverse nature of the Pharma industry

  • Leveraging knowledge of Pharma industry and sales experience to establish credibility with current and prospective customers

  • Creating the lead generation for new opportunities and leverage sales experience and closing new accounts. New accounts include one-time service agreements all the way up to annualized contracts for on-going regularly scheduled service visits

  • Preparing and delivering customized recommendations for services to address the customer decontamination needs

  • Providing and/or coordinating access to technical support acting with all the relevant functions. The RBDS Business Development Manager is responsible for the project from lead to delivery of the services and then expanding the service delivery to other areas or other sites

  • Establishing efficient communication with other team members and internal functions to meet customers' needs

  • Providing timely and accurate sales forecasts to inform management's strategic decision-making, and to reflect appropriate management of the territory and sales pipeline.

  • Transitioning customers to RBDS team responsible for post service execution

  • Providing business development plans documenting the opportunity in the CRM system and then transitions the ongoing customer management to the local Account Manager

Financial acumen

  • Understand the profitability model for the disinfection service offering and work to improve profitability over time as the business increases

  • Reach and exceed the individual sales plan targets for the year

  • Manage significant deal volume and target account pipelines at or above target levels

Minimum Qualifications:

  • Undergraduate degree in a business, science or technically related discipline

  • 5-7 years of successful sales experience

  • Expected to routinely travel about 30-40% of the time with occasional international travel

Preferred Qualifications:

  • 3+ years delivering substantial sales growth experience strongly preferred

  • Ability to make decisions in an ambiguous environment where there is not a clear-cut path

  • Ability to call throughout an entire organization up to executive level

  • Strong ability to effectively communicate (verbally & in written) and collaborate with internal and external stakeholders on an international and virtual basis

  • Strong interpersonal, intercultural & relationship skills

  • Analytical skills combined with an inquisitive nature, strong learning agility, and a proactive hands-on approach

  • Project management, organizational, and planning skills

Our Commitment to Diversity and Inclusion

At Ecolab, we believe the best teams are diverse and inclusive, and we are on a journey to create a workplace where every associate can grow and achieve their best. We are committed to fair and equal treatment of associates and applicants. We recruit, hire, promote, transfer and provide opportunities for advancement on the basis of individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, we will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, disability, or status as a covered veteran.

In addition, we are committed to furthering the principles of Equal Employment Opportunity (EEO) through Affirmative Action (AA). Our goal is to fully utilize minority, female, disabled and covered veteran individuals at all levels of the workforce. Ecolab is a place where you can grow your career, own your future and impact what matters.

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance and the San Francisco Fair Chance Ordinance.

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