Account Manager - Industrial Gas and Services
American Air Liquide - Eureka, MO
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Air Liquide Industrial U.S LP ("ALIUS") is actively seeking an Account Manager, working for the Central Sates Region.
The individual will perform (but not be limited to) the following responsibilities:•Meets or exceeds corporate safety goals•Researches customer segmentation and customers key business drivers, understands the customers challenges and works to match gases, applications and services to meet the customers needs current and future consistent with Air Liquide strategy. •Develops relationships with needed levels in organization to get projects approved and completed, relationships developed and supported through others in the organization.•Understands competitors offers, strategy and supply position in local markets and develops account plans accordingly. •Can articulate strategy of competitors in territory and is able to use this information to predict actions.•Shares competitive knowledge with peers through formal and informal meetings. •Captures failed to gain knowledge and use it to advantage.•Sets realistic stretch goals; wants to be top performer among peers.•Takes initiative to find new areas for selling beyond traditional markets.•First to get on board with new applications and programs.•Anticipates and prepares for opportunities or problems that are not obvious to others.•Adapts work method(s) to improve performance.•Establishes relationships with decision makers in targeted accounts.•Builds relationships and develops strategies based upon business potential.•Prepares and submits accurate and timely reports (weekly call plan, daily call reports, etc.)•Meets or exceeds target for sales, gross profit and general expenses•Collaborates with regional production plants to ensure that customer deliveries and requirements are met in accordance with customer expectations and efficiency objectives•Maintains up-to-date customer, prospect, and competitive customer information in SalesForce.com (CRM system)•Uses Business Development Specialists effectively and knows when to bring them into selling situations. •Applies technical knowledge in selling situations to close deals with higher than average gross margins.•Sells the higher proportion of total contracts as either technology or value based.•Continually seeks to upgrade own applications knowledge base and actively shares knowledge with colleagues.•Plans and prepares prior to the negotiation, involving team members when appropriate.•Creates win/win outcome.•Asks for contract signature early and often.•Tactfully debates with customer.•Signs renewals that are more favorable than past agreements. •Negotiation process is done quickly and efficiently. •Understands that conflicts will exist in negotiation, but doesnt avoid them to the degree of being disadvantaged. •Excellent verbal and written communication skills
Education and Experience•Bachelors in Engineering/Business•Minimum of 5 years of successful industrial business to business sales experience. Experience with value-based selling with a strong track record of cold calling and prospecting for new business