Purpose of the position:The position holder will be responsible for the management of the Specialty Gases products portfolio in designated geography to execute strategic intent and meet financial targets.Principal responsibilities:Coach and develop team members reporting directly. Directly accountable for delivering sales targets in the assigned territory. Manage all existing customer accounts in assigned territory. Work closely with BU Head to ensure BU targets are met. Manage the Key accounts assigned to ensure long term profitability and growth. Coordinate with plant/distribution/support teams to ensure timely supplies to customers. Ensure timely collection of payments from all customers in the territory. Address customer complaints promptly and ensure timely redressal. Generate new large/strategic leads and work to convert the leads to business wins. Collect and report market intelligence information related to Competitor actions in marketplace and new market trends Meet the annual KPI targets set for and revenue generation. Manage Product Price, DSO and ensure safety. Responsible for New Wins, Customer Visits and Cylinder Management.Key Interfaces:Strategic Marketing – Product Manager, marketing communication and Pricing Manager Customer Service Centre Deliver – country level for Transport safety, Contract management and Scheduling. Make – country level for planning, Best practices, Cylinder Asset Management, Engineering support FICO – Business Partner & Credit Control Manager Statutory agencies Internal Audits & legal counsels Group stakeholders.Required Behaviors:Team player with leadership skills. Ability to influence team and customer stakeholders. (20%) Strategic Thinking. Takes medium to long term view of the business, assessing options for the future and the implications. (20%) Customer Focus – (Client relationships) Works with own team to build relationships with customers (20%). Prioritization capabilities. (10%) Promotes and drives organizational initiatives (10%) Motivates team and maximizes resource and asset productivity (10%) Highest level of integrity and behavior in line with the Linde code of ethics (10%)Required key skills (functional/technical):Financial skills with analytical approach – the Specialty gases business “sales, business development, Application sales – shielding gas conversions, buyer behavior.” Direct/Channel sales Knowledge of “make “and different products within industrial gases SPC portfolio. Communications skills (effective presentation, negotiation, conflict resolution) Strong change management leadership, ability to transform business. Language Skills – Fluent in both written and spoken Hindi, English and local language preferred. Travel and relocation flexibility. Prior Product Management and Strategy Planning preferred.Required qualifications/experience:Degree in Engineering (Chemical/Mechanical /Metallurgy) Post Graduate Diploma/ Management degree preferred. Typically, 8-10+ years’ experience in Specialist Gases Sales, Business development, application sales and/or Operations management with 5+ years with industrial gases sales and /or operations
Job Title
Associate Manager - Sales