• Account Manager

    Job Location US-IN-INDIANAPOLIS
    # of Openings
    1
    Category
    Sales/Business Development
    ID
    2018-7995
  • Overview

    Account Manager

     

    Are you ready to take the lead? 

     

    The Linde Group, is one of the world leaders in gases, engineering and healthcare. We operate in more than 100 countries across the globe and generated revenue of $20.13B in 2018. But what makes us great is our people, because they make great things happen. Guided by integrity, 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.

    The primary territory for the position is the State of Indiana. Candidate should reside in or around the Indianapolis area.

     

    Purpose of the Position:

    • Increase territory profitability and revenue through in depth understanding of territory, consisting of bulk gases, including Oxygen, Nitrogen, Argon, Hydrogen, Helium, CO2 and Argon; and application equipment,  by monetizing the value we create for the customer by utilizing the Linde Pro sales process.

    • Manage territory to maximize profitability through deep understanding of customer value and territory structure, including competitive landscape, industry value creation opportunities, and individual passion to win.  The individual will leverage Linde resources and processes in Team Selling to disqualify the competitive alternatives.  

    • Attain gross profit growth year on year through increase of revenue and profitability.

    Responsibilities

    Increase  territory profitability and revenue through in depth understanding of territory
    • Maintains overall territory business strategy to pro-actively 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 increase objectives 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 pro-actively, 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 Industry Teams (Team Selling) 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
    • Completes and updates 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 24 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, cost drivers, 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 Sales Force.com (Explore/Protect)
    • Forges relationships with key stakeholders 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 Industry teams 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 cost drivers to 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 with in the territory (Provides/Protects)
    • Personally engages, at least annually, the key stakeholders who signed the agreement at the top 20% of customers within the Territory 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 cross functional Linde team members to augment customer satisfaction insight      
    • Detects potential problems, minimizes risks and promotes safe use of products (Choosing Zero and generating 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 long term agreements with customers; shepherds contract through legal review and commercial delegations of authority (Contracts Best Commercial Practices, ROC Tool – 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 Industry teams 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 Sales Force.com 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

     

    Qualifications

    Basic
    • Bachelor Degree - Sales, Marketing, Finance or technical discipline
    • Minimum of 3 years industrial/sales/commercial experience in gas industry, chemical/other manufacturing
    Other 
    • 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 

     

     

    In return:

    Join us and you will be part of a company that values and supports your career. We offer competitive pay and benefits, with set schedules, steady work and opportunities for ongoing training and career progression.

     

    Together we value innovation, efficiency and flexibility. Putting safety first, working with integrity and respect, we encourage everyone to find solutions for success. That means for our customers and for our colleagues. This makes us a great place to build a career where your skills are valued and developed.

    Apply today @ https://uscareers-linde.icims.com

    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.

     

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