Ecolab

Ecolab is officially a Great Place to Work®. Every member of the team has a role in impacting what matters - every day we focus on our helping customers maintain clean and safe environments, optimize water and energy use, and improve operational efficiencies and sustainability in the food, healthcare, hospitality and industrial markets in more than 170 countries around the world.

Position Purpose:

• Supervise and coach a team of Key Account Managers (KAM) in Europe (indirect management) for the Healthcare division.
• Propose and develop the strategy for Large Private and Public clients, identify opportunities, and set the team's priorities.
• Develop relationship with the main stakeholders of private groups, as well as with public groups and hospitals.

In this context, you will ensure that the KAM team in Europe is able to:

• Position the division as a privileged and strategic partner.
• Accelerate growth, achieve the quantitative and qualitative objectives of the plan for each Segment and for each client.
• Negotiate annual agreements, conduct pre/per/post tender/contract actions, and coordinate their deployment.

What You Will Do:

• Identify strategic opportunities, prioritize them, and express to the VP Commercial Excellence and more broadly to the division the needs identified in the public and private hospital sector
• Propose targeting of monitored large accounts
• Work closely with the AVPs and the VP Marketing to guarantee transversal coordination
• Lead the governance body in charge of developing the Key Account Strategy
• Ensure the design and implementation, in collaboration with the Pricing team, the Legal Department, the Marketing Department, the Finance Department, of the Public and Private commercial policy for the entire healthcare organization
• Set and monitor the quantitative and qualitative objectives of Key Accounts in line with objectives
• Support the team of Key Account Managers, coaching them and ensuring that they have the tools, training and resources available
• Set up and coordinate meetings such as account plan reviews, conversion tracking and product launches within the team, and other cross-functional bodies necessary for proper functioning
• Support each Key Account Manager in Europe in the preparation and conduct of negotiations
• Respect the budgetary commitments predefined in the commercial policies and go up the decision-making circuit adequately according to the exceptions required to conquer a market: construction of ad hoc business cases
• Actively participate in Sales Excellence Department meetings, to ensure perfect coordination with other teams
• Ensure proper compliance with legal compliance rules
• Build a network with the main stakeholders (institutional and main strategic purchasing decision-makers), and facilitate the partnership link up to the highest level

What You Will Need:

• Experience in managing sales teams
• Leadership, transversal management, project coordination
• Adaptability, autonomy, capacity for anticipation
• Strategic vision: leading the construction of the healthcare non-clinical strategy
• Strong capacity for high-level connections internally and externally
• Collaboration with the various leaders of the organization / Comfortable in a matrix structure
• Communication: Being able to make strategic presentations in front of a very senior audience (Group Management, or internally)
• Decision-making capacity and ability to manage complexity, in a potentially uncertain and ambiguous environment
• Focus on results, commercial assertiveness ensures the translation of the strategy into sales figures
• Sales experience and demonstrated success in growth and market share gains

What's in it For You:

• The opportunity to take a strategic leadership role on a top priority for our division and help adapt the way we work.
• The chance to make a direct impact in the Healthcare Division journey and coordinate the team that will support our customers to overcome current challenges
• The support of an organization that believes it is vital to include and engage diverse people, perspectives, and ideas to achieve our best