Similar Jobs

View More

Account Manager 8/25/2016

Linde North America, Inc Dallas, TX

Company
Linde North America, Inc
Job Classification
Full Time
Company Ref #
916058
AJE Ref #
575979965
Location
Dallas, TX
Experience
Entry Level (0 - 2 years)
Job Type
Regular
Education
Bachelors Degree

JOB DESCRIPTION

APPLY
JOB RESPONSIBILITIES:

Increase territory profitability and revenue through in depth understanding of territory
Maintains overall territory business strategy to proactively plan and measure success as required at least 2x /year active update and review
Manages contract expiration dates of agreement within territory to no more than 20% of territory is expiring within 12 months (Protect)
Achieves prices increases within territory

Prospecting from multiple sources to develop new business
Prospects and generates leads to develop new business, including a blend of cold calls, trade show, internal/external sources and additional use at existing customers (Explore)
Allocates time to network, qualify and follow up on leads, responds promptly to information requests in order to grow revenue and volume of product (Explore & Prospect)
Works own network proactively, leveraging access with existing customer relationships to obtain referrals, and generate leads, and potential additional use with existing customers (Prospect, Explore)
Plans, schedules, and conducts prospecting calls efficiently; engages Commercial Development when appropriate (Explore, Establish)

Consistent use of Linde Pro Sales Tools
Qualifies prospects to Establish/Evaluate stage to determine viability and appropriate time investment; if non-productive, sets appropriate follow up and shifts priority towards productive opportunities
Completed and up to date Opportunity Roadmaps and Account Action Plans (prospect within 120 days closing complete and up to date at all times) (Business Development)
Maintains At-Risk Profiler for all renewals within 18 months of contract termination date or due to customer circumstance change, including opportunity and account action plan to establish proper Linde pricing levels
for each target renewal (Account Management)

Deep Customer & Competitor Insight
Understands customer values/priorities, business issues, and economic factors (Evaluate)
Accurately identifies prospect/customer account influencers and decision makers across sales process and records decision maker/signature level penetration for each Linde customer in CRM
(Explore/Protect)
Forges relationships and is creative with customers & prospects, e.g., hand written notes, cards, is accessible off hours when needed
Has entertainment plan to maximize customer/prospect intimacy
Stays current on market share, product supply position, and new developments in the field with competitors and industry trends (Explore)

Value Creation through Internal technical, product knowledge, and customer insight
Thoughtfully plans for best use of internal, technical resource time and availability (Explore)
Engages Commercial Development resources to brainstorm and identify innovative technical solutions and efficiency improvement to customer problems, aimed at root cause (Establish/Evaluate)
Increases opportunity potential through customer insight and use of probative and critical questioning to uncover customer issues and generate solutions
Is current on and conveys understanding of product/service features & benefits using Linde Pro skills, specific to customer solutions (Business Development)

Maximize return pricing based on value creation and other critical factors (product, supply chain, etc. (Evaluate)
Customer Acquisition, Satisfaction & Retention
Makes a minimum of 4 new contacts per week with new or existing clients with identified call objectives and questioning approach aligned with account strategy (Explore/Establish)
Manages consistent delivery of Product Service Offering (PSO) (Execute/Provide)
Drives and monitors customer satisfaction, issue resolution & follows through on commitments
Takes accountability to ensure Linde is easy to do business within the territory regardless of whether bulk, tonnage, or ECOVAR (Provides/Protects)
Personally engages, at least annually, the key stakeholders who signed the agreement at the top
20% of customers to increase account penetration (Account Management)
Conduct post audit review for wins and losses to define reasons for wins or failure, corrective actions and communicate key findings across team
Leverages internal relationships with Linde Supply organization to augment customer satisfaction insight
Detects potential problems, minimizes risks and promotes safe use of products (zero accidents for Linde
and the customer) (Account Management)

Utilize account strategies and financial & business acumen
Is an expert on Linde s standard terms and conditions to efficiently negotiate agreements with customers; shepherds contract through legal review and commercial delegations of authority (Contracts Best Commercial Practices, STACK profitability tool)
Proficient in profitability tools and understands data sources behind it as well as rudimentary cost
Understands Linde s plant and logistics system as well as that of competitors within territory; is able to anticipate competitor s probable sales strategy
Utilizes the six Linde Pro key pricing concepts and develops pricing accordingly
Describes financial impact of options to customers and prospects, enabling them to achieve buy-in from their organization (Evaluate/Provide)
Communicates and acts upon opportunities regarding market segment strategies and economic trends and market conditions to Commercial Development and senior management, as appropriate

Customer Data Maintenance
Manages internal resources to avoid administrative time sinks and streamline account set up
Plans and completes billing and credit activity on a regular and timely basis to avoid cumbersome, unnecessary catch up
Inputs accurate, timely, and complete customer and prospect information into CRM so account history is easily retrievable and accessible (Account Management)
Uses computer applications to analyze and manage business effectively
Does not permit email administration to interfere with customer facing priorities

BASIC QUALIFICATIONS:

Bachelor Degree in Sales, marketing, finance or technical discipline
Minimum of 5 years industrial/sales/commercial experience in gas industry

PREFERRED QUALIFICATIONS:

Chemical or other manufacturing experience desired
Linde Pro certification required
High level of critical and innovative thinking; questioning/probing skills to uncover issues and create value for customers; a sense of urgency and responsiveness to take immediate action to resolve customer issues required
Demonstrated sales track record of deep customer insight, knowledge of competitive landscape, growing revenue prospecting, negotiation & closing abilities desired
Strong business and financial acumen; proficient presentation skills, and sound planning and organizing skills essential
Must be self-starter, goal and achievement driven and able to perform through self and others
PC skills required including CRM/CRM equivalent, MS Office with Excel and PowerPoint

Linde offers excellent salaries, world-class benefits, and unparalleled opportunities for development all to create an invigorating and satisfying environment.

Join a World Leading Team Today!

For IMMEDIATE consideration, APPLY NOW!

EOE/AA DISABLED/VETERANS



LINDE ENSURES EQUAL EMPLOYMENT OPPORTUNITY WITHOUT DISCRIMINATION OR HARASSMENT ON THE BASIS OF RACE, COLOR, CREED, RELIGION, NATIONAL ORIGIN, ALIENAGE OR CITIZENSHIP STATUS, AGE, SEX, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL OR DOMESTIC/CIVIL PARTNERSHIP STATUS, DISABILITY, PROTECTED VETERAN STATUS, GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY LAW.