Linde Gases

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Sr. Inside Sales Specialist

Sr. Inside Sales Specialist

# of Openings 
1
Job Location 
US-NJ-Stewartsville
Category 
Sales/Business Development
ID 
2017-4516

More information about this job

Overview

The Linde Group is known as one of the world leaders in gases, engineering and healthcare.  We operate in more than 100 countries across the globe and generated revenue of 17.9 billion euro in 2015.  But what makes us great is our people because they make great things happen.  Linde employees take pride in what they do because they know it makes a real difference to our customers.  They are empowered to turn a challenge into an opportunity to learn and grow.  This is how they take the lead, every day.

 

Linde is currently seeking a Sr. Inside Sales Specialist to join the team in the Stewartsville, New Jersey area.

 

 

Purpose of the Position:

 

The Sr. Inside Sales Representative is a critical role in the Markets organization responsible for the management and support of an integrated business relationship with a selected group of national and area key customers:

  • Increases profitability and revenue through in depth understanding of customers, consisting of bulk gases, package gases, equipment, and related applications for gases, utilizing the Linde Pro Sales Process
  • Directs the engagement of Linde’s organization by leveraging Linde resources and processes to maximize profitability by delivering Customer Satisfaction, understanding Customer needs and values through enhanced insight, executing strategic objectives, and overcome and disqualify competitive alternatives 
  • Attains profit growth through prospecting from multiple sources to develop new business opportunities and manage pricing with existing customers.
  • Manage relationships and data for third party contract qualification companies that represent Linde customers.
  • Candidate will be prepared to enter the Sales Force as a full-time Account Manager in an existing, vacant territory located somewhere within the United States.

This role requires significant cross regional and cross functional business coordination and alignment with markets, Supply, HR, National Operations Center (Quality/Distribution/CES) and FIcO.

Responsibilities

  • Increase profitability and revenue through relationship and coordination with KCM’s and local markets teams; achieve strategic objectives:
  • Support key customer strategy – customer processes, needs, business drivers and customers’ decision making process, adding value
  • Engage with key customers’ primary stakeholders, account influencers and decision makers across the sales process
  • Understands customer values/priorities, business issues and economic factors
  • Stays current on market share, product supply position, and new developments in the field with competitors and industry trends; nationally
  • Manage proactive projects including tank sizing, telemetry, sale of non-supplied tank rentals, safety and efficiency audits
  • Provide proposal support and is fluent on Linde standard terms and conditions: product, tanks and related equipment
  • Effect price adjustments including surcharge execution
  • Perform ad hoc reporting and analysis: monthly volume and spend trends
  • Proficient in profitability tools and understand data sources behind it as well as rudimentary costs
  • Perform cost recovery initiatives: miss-billings/delay times; interfaces with credit/ collections and contract administration
  • Assist with FM updates and contingency supply plans
  • Shadow/train throughout US in order to quickly obtain the necessary skill sets that will allow for a full time role in Outside sales


Prospecting from multiple sources to develop new business:

  • Prospects and generates leads to develop new business opportunities, including a blend of cold calls, trade shows, internal/external sources (tools) and additional use at existing customer (Explore)
  • Allocated 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)
  • Work on own network proactively, leveraging access with existing customer relationships to obtain referrals, and generate leads, and potential additional use with existing customer (Explore & Prospect)
  • Plans, schedules, and conducts prospecting call efficiently; engages Commercial Development and Outside Account Managers when appropriate (Explore and Establish)


Customer Contract Compliance and Relationships:

  • Review all Linde standards relating to site access requirements of Linde customer; interface with customers and data management firms
  • Analyzes, creates, tracks and manages responses to customer and third party requests for information related to new business, revenues, or change in requirements that include safety, quality, security, legal, HR, insurance, etc, information guidelines for all Linde customer including Linde safety procedures, drug testing, background checks, ISO 9001 registrations, and all other necessary licenses and certifications
  • Maintain all data with regard to the various customer site access requirements. Including safety, quality, background check, drug testing and other procedures
  • Update all independent 3rd party providers including BROWZ, PICS, PEC Premier, ISNetworld, and other individual customer sites. 

 

 

Qualifications

Basic:

  • Bachelor Degree business, commercial, engineering or related field
  • Minimum 3 Years General business experience, external customer facing experience, gas industy, chemicals or other manufacturing industry experience

 

Other:

  • Willing to re-locate
  • Business Acumen - Critical 
  • Linde-Pro Sales Process - Critical
  • Cross-Cultural Communication & Collaboration – Critical 
  • Customer Focus-Critical 
  • Negotiation and Conflict Resolution Skills-Critical
  • Functional and Technical skills - critical

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!

 

 

 

Linde is an Equal Opportunity Employer (EOE). Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran or disabled status or any legally recognized status entitled to protection under applicable federal, state, or local laws.