Technical Sales Manager

The Animal Health Technical Sales Manager is responsible for merchandising Ecolab’s strategy to key customer accounts and prospecting new customers within the Animal Health division. The TSM focuses on gaining and growing digital business and technical innovation within key accounts while maximizing Ecolab’s offerings and profitability. The key objective of the TSM is to demonstrate the Ecolab promise and the value we provide as a total solutions partner – cleaner, safer, healthier – everywhere it matters.
 
The TSM reports to the AVP Field Sales within the Animal Health business segment with significant interaction and partnership with field sales, corporate accounts, research and development, commercial digital solutions, training, engineering, and marketing.
 
Main Responsibilities:

 
 Account & Customer Management

• Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in Ecolab’s digital solutions.
• Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Ecolab as a full-service cleaning and sanitation provider.
• Serve as the knowledge expert with respect to industry specific technologies (Parlor Insights, CleanPrep, I-Mix Pro, etc.) and share how these technologies support customer businesses with other key internal partners to improve the overall customer experience provided by Ecolab.
• Communicate regularly within Ecolab to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.

Business and Financial Management

• Develop sales targets for assigned customers and  technologies that identify opportunities within the AH Division outside the Animal Health Division.
• Partner with finance to structure profitable deals that support both the needs of the customer and Ecolab and that are scalable to accommodate global framework arrangements.
• Using judgment and business knowhow, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations – leverages understanding of growth versus profitable growth.

Merchandizing Value

• Partnering with corporate account managers, field, and other internal partners to consolidate and interpret data to quantify and monetize the value that Ecolab delivers to customers.
• Effectively align the value Ecolab provides with customer needs and drivers to expand digital solutions within current customers.
• Effectively represent Ecolab and the value we provide at industry and customer meetings.

Account Prospecting & Enterprise Selling

• Identify and prospect potential Ecolab Animal Health customers for specific digital solutions. Determine who the key decision makers and influencers are and effectively merchandize the value of Ecolab service and product offerings in alignment with the prospect’s key business needs and drivers.
• Leveraging knowledge of the full suite of Ecolab digital products and offerings, design/structure and deliver effective customer proposals that customize Ecolab product portfolios to address the unique needs of each prospect.
• Developing opportunities within existing and prospective customer accounts and successfully coordinate Ecolab resources cross-divisionally to create digital proposals that effectively convert Ecolab capabilities into meaningful value for the customer.

Position Details:

• This position is based in any major city in USA, within driving distance of a major airport
• Territory covers USA and Canada
• 50% of overnight travel required 

Minimum Qualifications:

• Bachelor's degree
• 5+ years of deep technical expertise within a related technology
• 5+ years of sales experience with a large, global, matrixed organization.

Preferred Qualifications:

• Experience in corporate training
• Prior experience in or selling into the agricultural industry, preferably with digital platforms.
• Demonstrated ability to install and navigate technical equipment.
• Strong data analytics capabilities

Anticipated Job Posting End Date:

The total Compensation range for this position is $131,700-$197,500 which includes base pay and target incentive based on performance, per plan terms

Annual or Hourly Compensation Range:

The total Compensation range for this position is $131,700-$197,500 which includes base pay and target incentive based on performance, per plan terms. Many factors are taken into consideration when determining compensation, such as experience, education, training, geography, etc. We comply with all minimum wage and overtime laws.