Distributors Channel Manager Europe - Healthcare

Position Summary
This position is to lead, develop and implement distributor strategy and establish a highly effective distributor management in the Europe region and to grow, meet and exceed the channel business goals with utmost ethical business practices and in compliance with the anti-corruption laws and regulation.

• He/She will implement high standard distributor management process and tools to ensure Channel Partner performance and revenue growth consistency.

• He/She will review and improve the existing channel network to optimize the mix of partners in alignment with our business objectives.

• Additionally, He/She will establish a price policy set up through Distributor Pricing strategy to improve price consistency and increase revenue-based growth.

• He/She will provide leadership and direction to the commercial team for all activities associated with the indirect sales business. Opportunity pipeline management (GTW) - Sales performance and forecasting – Sales and Marketing activities – Payment Terms monitoring.

• Lastly, He/She will implement the policies and guidelines to ensure the Channel Partners are compliant and transparent in their activities.

Job Responsibilities

Channel Partner strategy and Distributor management processes:

• Understand the business and formulate a channel development strategy.

• Work jointly with the commercial team to establish an effective Distributor management with processes, performance evaluations and monitoring tools, in alignment with the commercial requirements and the business goals.

Channel Partner Life cycle and market coverage

• Lead and coordinate the implementation of a Channel Partner Planning

• Consistently review the Channel Partner network to ensure the correct mix of Channel Partner coverage.

• Responsible for the management of the Channel Partner life cycle (New appointments, renewals, and terminations)

• Lead and coordinates contract negotiation with the Channel Partners Pricing strategy and control

• Understand the business and set up the price strategy and price policy as well as the special price approval process.

• Implement regular price audit for distributors and adjust the price policy accordingly.

• Perform Quarterly price analysis on key product lines.

• Responsible for the Distributors’ P&L channel

Compliance and risk control:

• Partner with the Compliance and Ethics Leads, to formulate a Channel Partner compliance program.

• Support the Compliance and Ethics Leads in the implementation of a compliance policy for Channel Partners.

Continuous process improvement and utilization of tools:

• Develop new and improved processes to increased revenue from distributors.

• Developed a Distributor Management Reference Manual with guides and tools for in-country distributor management teams

Skills, Knowledge, and Abilities:

• Business acumen in sales, marketing, finance, or related areas and sharpened strategic capabilities.

• Consulting experience or skills, ability to develop and successfully present business case, including full P&L management.

• Demonstrated ability to manage goals and objectives and aligning with The EUHC leadership.

• Ability to synthesize business and market information to draw insights and actionable recommendations.

• Strong Analytical skills and knowledgeable on process setting and control.

• Experience with Change management, Ability to successfully gain internal adoption by key stakeholders.

• Ability to communicate effectively at all levels of the organization.

• Fluent in written and verbal English

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.