EU Corporate Account Manager

hace 2 meses

Barcelona, España Ecolab A tiempo completo

JOB DESCRIPTION
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

Our Commitment to Diversity and Inclusion
Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment.
Our goal is to fully utilize minority, female, and disabled individuals at all levels of the workforce. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance.
In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.
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