Sales Development Manager

A. Job Summary

The Sales Development Manager (SDM) is responsible to develop/drive new business opportunities within Institutional markets. This will be achieved through referrals, use of existing and new relationships and cold calling. This role is a mechanism to drive profitable new growth to help ensure regional sales and profit targets are achieved whilst maintaining safe work practices facilitating the establishment, growth, and retention of customer relationships driving enhanced margins for the division.

B. Essential Functions/ Responsibilities

Safety

• Create a safety culture ensuring employees are properly trained in and follow all safety guidelines and incident reporting requirements
• Act as a safety champion with Ecolab employees and customers
• Ensure full compliance with the stated policies and procedures of Ecolab

Business Planning & Review

• Manage self to deliver district sales and profitability targets
• Plan, monitor, and report results, growth opportunities and action plans to manager
• Lead district deployment of divisional programs and initiatives
• Collect and report market trends and business implications in area
• Achieve new business sales targets as part of the budgeting process
• Ensure growth via new business is profitable by working to strict pricing guidelines
• Conduct technical surveys to ensure a targeted Ecolab program
• Prepare and present presentations to convey the Ecolab value proposition and secure new business
• Construct basic customer rollout plans to ensure the customer and field team clearly understand the expectation
• Work with the field team and act as the one voice of Ecolab during prospecting, proposals and presentations.
• Manage the relationship transition to the Regional sales team or Corporate Accounts
• Build and foster industry contacts via networking, trade shows, functions and equipment suppliers
• Work in collaboration with Territory Managers, District Managers, Corporate Account Managers and Regional Managers to achieve the desired sales outcome
• Autonomous by nature
• Expected to maintain an accurate sales funnel detailing each account from prospect through to the supporting phase
• Operating within a specific region you will be aware that new business closer to a major regional centre represents a lower cost of business for Ecolab

Account Prospecting

• Maintain and drive action on prospect list for area
• Manage customer proposal, trials, contract negotiations and deal closure processes in partnership with field and/or corporate accounts team
• Gain new business through focused and targeted prospecting, industry networking and partnership with internal sales and support teams.

• 100% of activity will be dedicated to increasing Ecolab Institutional market share

• Bachelor's Degree with at least 5 years of relevant work experience

• Ability to build a solid understanding of Ecolab products, services and systems with a focus

upon their application in the Institutional markets.

• Be results oriented and possess a strong track record in a business to business (B2B) selling

role, accustomed to growing the business by negotiating and winning new business at the

executive level.

• Excellent presentation, verbal and written communication skills are a pre-requisite

• Experience working with and knowledge of computers (e.g., MS Office suite)

• Possess exceptional negotiation skills and a passion to deliver and exceed client

expectations.

• Capability to plan effectively and to carry out plans in a timely and efficient manner

• Ability to work independently, under pressure, and with little direction

• Possess a willingness to learn through new experiences and opportunities, continually

creating and executing new ways of doing business

• Ability to succeed in a competitive environment

• Driver's license

• Fluency in English

Job Types: Full-time, Permanent

Benefits:

• Company car
• Company events
• Health insurance
• Paid toll fees
• Paid training

Application Question(s):

• How much is your expected salary?

Experience:

• B2B sales: 5 years (Preferred)
• HoReCa Accounts: 5 years (Preferred)

Willingness to travel:

• 100% (Preferred)

Work Location: On the road