Key Account Manager – Institutional

Ecolab

Key Account Manager in the Institutional division managing key accounts. Focus on client satisfaction and service quality for growth in B2B environments.

Posted 6/26/2026full-timeParis • 🇫🇷 FranceSeniorLeadWebsite

About the role

Key responsibilities & impact

Perform key account management: manage and oversee a portfolio of corporate accounts, ensuring contracts are executed correctly and client satisfaction is maintained
Identify and activate growth opportunities (cross-sell, up-sell, roll-out to new sites, innovations)
Build strong relationships with key decision-makers and lead strategic discussions (business reviews, steering committees)
Negotiate contract renewals, commercial terms and pricing
Monitor the commercial performance of your portfolio (revenue, margin, pipeline, action plans)
Coordinate internal teams (sales, distribution, marketing, finance…) to ensure smooth and efficient execution
Contribute to continuous improvement by sharing best practices and market insights

Requirements

What you’ll need

Minimum 8–10 years’ experience in a B2B environment, with exposure to key account management or business development
Experience with complex sales and managing strategic accounts, ideally in technical or solutions-focused environments
Demonstrated ability to grow revenue within an existing portfolio
Comfortable engaging with senior stakeholders and leading strategic discussions
Strong commercial acumen, particularly regarding profitability, negotiation and pricing
Ability to work autonomously while collaborating effectively in a matrix organization
Fluent English required

Benefits

Comp & perks

Health insurance
Retirement plans
Paid time off
Flexible working hours
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

key account managementbusiness developmentcontract negotiationrevenue growthcommercial performance monitoringstrategic discussionscross-sellingup-sellingportfolio managementaction planning

Soft Skills

relationship buildingstakeholder engagementautonomycollaborationstrategic thinkingcommunicationnegotiationcommercial acumenproblem-solvingcontinuous improvement