Ecolab is the global leader in water, hygiene and energy technologies and services. Around the world, businesses in the foodservice, food processing, hospitality, healthcare, industrial, and oil and gas markets choose Ecolab products and services to keep their environments clean and safe, operate efficiently and achieve sustainability goals.

Country Sales Manager (HORECA segment)

Ecolab Hygiene s.r.o.

Místo práce
Druh pracovního poměru
plný úvazek

Role Purpose:
The Institutional Country Sales Manager is responsible for the profitability and growth of all Institutional field sales and Corporate/ National Account activities in the country. S/he effectively leads divisional country support functions and formulates and implements operational strategies to ensure the attainment of revenue and profitability objectives and an optimum service to customers.

Accountabilities (Success Indicators)
Talent Development

  • Recruit and select highly qualified employees and supervisors, secure internal training for entry level employees
  • Ensure succession planning and talent development for country division staff
  • Monitor learning needs of sales staff (mainly CSM, DMs, NAM and KAM), plan and implement corresponding training activities
  • Assess sales staff strengths and development needs and establish personal development plans accordingly


  • Provide guidance, direction and coaching to direct reports, including but not limited to objective setting, performance feedback, motivation, enhancing high performance teams
  • Allocate country business targets effectively to direct reports and their teams, monitor and coach target attainment
  • Develop incentive systems that motivate sales teams to achieve retain, gain, grow targets


  • Create and maintain relationships to large accounts, co-ordinate cross divisional sales and service activities
  • Network and cooperate with cross-divisional peers and internal functions (e.g central and market Marketing and R&D), national distributors; lobby institutions, universities, key opinion leaders at country/ division level
  • Support and mentor relationship building of direct reports


  • Create new business opportunities and quality standards
  • Encourage managers and their teams to find new ways of doing business and increase profitable sales
  • Encourage continuous improvement of processes in country
  • Drive implementation of new and profitable systems and manage change in country

Delivering Results

  • Elaborate a country business plan aligned with Corporate, Divisional, Region Divisional and market business plans, derive sales and distribution strategies for all customer segments to ensure profitable growth
  • Support sales staff and business support functions in planning, preparing and evaluating strategic customer contacts and business development processes
  • Monitor and co-ordinate distributor activities
  • Manage and ensure implementation of program roll-outs, corporate guidelines and processes
  • Set special pricing terms for offers within defined guidelines
  • Organise (prepare, execute, follow-up) regular national sales meetings
  • Control the budget, analyse monthly results, monitor contribution margin in product portfolio and initiate corrective actions

Performance Indicators
Talent Development

  • Quality of Recruits (time to productivity, career progression, etc)
  • Country/ division succession plan in place
  • Identification of individual strengths and development needs of direct reports
  • Development discussion and development plan executed and implemented (based on Learning Needs Analysis)


  • Motivation and clear orientation of direct reports and their teams
  • Team has clear understanding of country/ division strategy & impact on their respective districts/ key/ national account responsibilities
  • Regular feedback sought and provided
  • Completion and quality of performance reviews of reports
  • Open communication
  • Coaching and Mentoring of direct reports
  • Effective and motivating incentive systems


  • Cross-divisional /-functional and market co-operation (self and team)
  • Network with internal and external stakeholders at country/ division level


  • Flexible and proactive attitude towards change (self and team)
  • Impact on growth / contribution targets through finding new ways of doing business

Delivering Results

  • Meeting of annual sales plan / region division strategy
  • Sales targets, productivity ratio per head
  • Contribution margin, price development
  • Customer satisfaction
  • Procedures in line with corporate guidelines
  • Projects (on time & budget)
  • Sales action and campaign management
  • Cost Management
  • Operating Profit Plan

Skills / Knowledge / Experience / Attributes Required:

  • Graduate level of education with economic Focus or equivalent experience
  • 5 - 7 years of experience in a senior sales management position (B2B) with increasing responsibilities
  • Proficient product & industry knowledge (HORECA)
  • Native Czech/Slovak language and fluency in English
  • Excellent communication, presentation, negotiation, training and coaching skills
  • Budgeting & planning skills, P&L management
  • Leadership


ID: 3330129   Dátum zverejnenia: 8.3.2018  
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