Corporate Account Manager - Food Service, Hospitality & Healthcare

Diversey, Inc. - Philadelphia, PA3.9

Whatever your interests, whatever your talents, at Diversey there's a special career that's right for you. One that meets your goals and the company's objectives.

The Corporate Account Manager’s primary responsibility is to identify and sell Hospitality, Food Service & Healthcare Chain Accounts utilizing Diversey sector customer value proposition and professional prospecting and selling skills. Emphasis is on profitable new chain account gains in all three market segments while delivering strong customer value and developing strong customer relationships with both customers and prospects. This role will be responsible for selling new Key Chain Accounts within an assigned geography in the U.S. The Corporate Account Manager must comfortably interface with multiple key decision makers within the customers’ organizations, deploy strategic selling skills, and enjoy building customer relationships. The Corporate Account Manager will be responsible for identifying all chain account opportunities within assigned geography as well as for all chain account sales efforts in assigned geography.

RESPONSIBILITIES:Target / Opportunity Identification:
Identify top Chain accounts by market segment in assigned area
Develop top overall chain account targets in assigned market
Manage all chain targets in CRM platform or system as directed
Develop and manage Blue Sheet Strategic Sales Plan around top assigned & identified chain targets at all times
Obtain, organize, and manage all contact details of identified chains in CRM platform
Be knowledgeable of all chain opportunities in assigned market and prospect or delegate as appropriate

New Business Development:
Aggressively prospect all assigned & identified chain account opportunities in assigned market
Utilize all available means to identify contacts and secure appointments with key targets
Deploy various networking means to gain access to decision makers – industry associations, distributor partners, lead sharing groups, marketing research data, etc.
Engage in prospect meetings and site surveys to match customer needs to Diversely value proposition
Build effective presentations and proposals to deliver Diversey value proposition in alignment with customer needs
Present appropriate Diversey Value Propositions to key national prospects to secure new, profitable business.
Effectively work through all stages of sales cycle and final negotiations.
Work with Operations team with chain account trials and tests
Partner with legal team to ensure fully executed agreements with all chain account sales
Administrative Functions, Contract Rollouts, Planning & Project Management
Provide management of new customers within first 12 months of sale
Develop and build new chain account rollout documents to facilitate proper execution of program with Operations team
Complete pre-sales call planning worksheets for top key target calls
Complete sales meeting recaps for key prospect calls and submit to management
Create proper KPI metrics for chain account trials and tests
Manage all aspects of chain account trials & tests to desired outcome
Contribute to and actively manage Sales Prospect Pipeline for all opportunities that are in the sales process
Manage expenses to budgeted amount and reconcile all expenses monthly
Proactively schedule travel and utilize Concur / BDE Travel platform
Provide weekly new account win & prospect status updates to Sector leadership
Build Account profile for all Key Account gains once sold for Key Account Management Team
Manage Salesforce CRM and keep all account records updated
Participate in regular new business update and prospect strategy session meetings

Account Management & Retention:
Provide management of current accounts within first 12 months while transitioning to operations and/or KAM Team
Develop and provide needed customer training and support as needed.
Coordinate and host any needed business transition meetings to ensure effective hand-off to Key Account Management Team
Obtain and review all sales reporting to ensure expectations and customer commitments are on track to be achieved in year 1
Collaboration with Operations, Filed Sales, and Internal Support:
Engage and collaborate with other sector sales team members to develop identify new opportunities
Work with Marketing support positions to develop effective customer facing sales and presentation materials
Work with Operations Team to drive positive outcomes and experiences with all new chain account customers
Work with legal team to achieve full contract execution with all new chain customers
Collaborate with internal Technical Service and R&D team to solve customer cleaning & sanitation challenges
Work with KAM Team to effectively transition new customer relationships within first 12 months of new account gain

High School Diploma or G.E.D. required (Bachelor’s degree strongly preferred)
3+ years of professional sales experience minimum in B2B Business Development role, preferably in the Hospitality, Healthcare or Food Service market
3+ years of experience using a PC, Power Point, Excel, Word, and other technological programs
Strong analytical, selling, presentation, & technology skills
Valid US driver’s license
Ability to travel 50%

Previous experience in selling national chain account business or selling to executive and C-suite level decision makers
Proven Business Development experience implementing strategic selling skills to acquire new customers
Strategic thinking and ability to translate plans into actions
Independent & strong work ethic – drive for results
Chemical sales experience preferred
Demonstrated ability to negotiate and sell at all organizational levels
Experience with business planning
Strong business and financial acumen
Demonstrated ability to work with teammates, both direct & indirect teams
Excellent presentation skills
Excellent proposal building skills utilizing power point and word applications
Professional Business Correspondence Skills
Industry and sector knowledge
Strong communication skills (verbal and written)
Strong analytical background
Salesforce or similar CRM program experience
Strong organizational skills
Once part of the team, you'll have the opportunities to further yourself each and every day. From career discussions with supervisors and experienced professionals, to global, world-class training and development seminars, a career at Diversey is all about reaching the goals you have today, while setting new ones for tomorrow.