What are the most important cases or transactions your legal team has recently participated in?

Due to the constant changes in the transactional world, the companies we serve have had to anticipate and innovate not only our services and commercial proposals but also from a legal perspective.

Ecolab/Nalco, a company offering a considerable number of products and services, stands out in areas such as disinfection, food safety, pest control and elimination, as well as water treatment, among others, across various globally significant sectors. We have consistently strengthened our relationships with our business partners by signing contracts based on a “win-win” philosophy, addressing their needs while always safeguarding Ecolab’s interests.

The legal department, beyond being a support function, works closely with the sales force, becoming one of the most important and strategic allies to ensure a secure and successful business. Over the past year, we have strengthened and established commercial alliances with the most relevant companies in our sector, thanks to the quality and performance of our products and services. These significant achievements have been realised through the signing of contracts with mutual benefits, such as durations exceeding two years, incentives, and other aspects. For example, we have collaborated with soft drink companies, breweries, supermarkets, fast food chains, the automotive industry, the agri-food sector, and the hospitality sector. In the public sector, we have secured important negotiations that have posed challenges for us due to the constant changes in regulations, particularly in the energy sector, which is currently highly relevant in the industry. Ecolab is distinguished as one of the most ethical companies, and the daily challenge we face in the legal department is to uphold and enforce our global and local policies. Sometimes, this aspect becomes a challenge when negotiating with the legal departments of our clients. However, the skills, professionalism, and knowledge of the lawyers in Ecolab’s legal team enable successful negotiations for both parties, resulting in an increase in clients and strengthening our relationships with strategic clients.

Could you share an example of a time when you came up with an innovation that improved the way your legal team works and didn’t incur significant costs?

In carrying out our functions as the legal department, I envision four fundamental pillars: trust, teamwork, empathy, and resilience.

Based on these pillars, the team develops a process that allows our work to be organised and aligned with the goals and expectations of the organisation. This achievement would not be possible without regular training and reinforcement for our sales force and functional areas regarding the processes and guidelines for contract review, negotiations, meetings, global policies, code of conduct, among other aspects. In the legal department, we are convinced that the more knowledgeable and updated our associates are—both on internal policies and on relevant legal issues that impact business relationships and client prospecting—the easier it will be to negotiate and formalise legal acts.

What cause, related to the company or otherwise, concerns you and why?

Companies must conduct themselves and adapt to the policies adopted by the countries in which they operate. Therefore, it is crucial to stay updated on current and future situations, as well as unexpected changes that can jeopardise not only the company’s operations but also our relationships with clients across various sectors. Changes in legislation affecting our clients can impact their relationships with suppliers, potentially resulting in a significant loss of business for us. Such changes can manifest as reduced product consumption, modifications to credit days, minimal or no investment from our clients, migration to competitors, or even termination of commercial relationships.

Staying informed and prepared is essential to mitigate these risks and ensure the continuity and success of our operations.