Air Liquide

Industrial and medical gas provider

National Sales Manager

Field SalesConfirmed live in the last 24 hours

Full-timeIndiaNo salary listed

About the Job

Requirements

Bachelor’s degree in Technology or Engineering.
10–15 years of experience in the industrial gases background.
Familiarity with onsite or LI business.
Knowledge and skills in technical selling and upselling.
Knowledge of the gas industry, including other players, direct and indirect competition, and alternate solutions.
Knowledge of customer industrial processes and project sales.
Knowledge of competitor offers.
Knowledge of AL offers, products, applications, and services.
Knowledge of health, safety, and environment procedures.
Willingness to accept stretch goals related to positive business results.
Ability to adapt personal style to effectively interact with people from procurement to CXO level.
Ability to share strategic information with customers to build understanding of issues.
Ability to balance customer needs with the company’s long-term interests.
Ability to seek secure and reliable solutions.
Ability to manage internal stakeholders, including operations, capital implementation, projects, and finance, through positive influence.
Competencies in sales, analytics, negotiation leadership, teamwork, finance knowledge, and a go-getter approach.

Responsibilities

Identify strategic opportunities and lead actions that drive long-term organizational growth and profitability.
Develop new AL business opportunities and maintain the existing portfolio; lead prospecting in coordination with market developers and key account managers.
Develop and expand contacts at existing customer sites to strengthen customer relationships; identify customers’ decision-making structures, cultures, and goals; assess customer requirements and business drivers.
Build proposals, determine appropriate onsite solutions, and conduct product flow studies as needed.
Establish project scope and budget; evaluate project economics and establish proposed pricing in accordance with business policy.
Negotiate and sign agreements; prepare and present proposals; negotiate product supply agreements; manage scope changes and modifications to contract terms and pricing to maximize returns; obtain customer commitment through contract signature.
Review onsite business and competition, including market analysis, competition analysis, and production service offering analysis.
Coordinate with relevant parties on competitiveness activities.
Support the operations team and, when required, consult on contract administration issues.
Manage related accounts and contracts from other sub-business lines when required.
Train the sales force on onsite business when required.
Resolve commercial issues with customers within the scope of contractual agreements.
Support LI for new business opportunities and work in parallel with the team to learn about new technologies and product service offerings.
Work with other sub-business lines, including bulk, IPG, and specialty gases, to maximize revenue opportunities for AL.
Manage the pan-India business development team.
Support BD Onsite with timeline execution, internal governance, existing contract management, and closure of new deals; train the team for future work.
Train other business developers through experience sharing and share information with them to build understanding of issues.
Travel regularly across India with the team to meet customers and close deals.
Identify gaps and needs in team members and provide appropriate training plans.

How will you CONTRIBUTE and GROW?

Identifying strategic opportunities and lead actions that drive growth and profitability in long-term for the organization.

BUSINESS DEVELOPMENT

Develops new AL business opportunity and maintains existing portfolio; Leads prospection in coordination with Market Developers, Key Account Managers
Develops and expand contacts at existing customer site to strengthen customer relationship Identifies customers' decision-making structure, culture and goals Assesses customer requirements and business drivers

INTERNAL GOVERNANCE

Builds the proposal; Determines appropriate on-site solution, conducts product flow studies as needed
Establishes project scope and budget Evaluates project economics, establishes proposed pricing in accordance with business policy

NEGOTIATION

Negotiates and signs agreements
Prepares and presents proposal Negotiates product supply agreement Manages scope changes and appropriate modifications to contract terms and pricing to maximise returns
Obtains customer commitment through contract signature

COMPETITIVITY

Performs review on on-site business and competition;
Market Analysis
Competition Analysis
Production service offering Analysis
Coordinate with various

CONTRACT ADMINSTRATION

Supports Operations team
If required, acts as a consultant for contract administration issue
Might manage related accounts and contracts from other sub-business lines
If required, train sales force on On-Site
Resolve commercial issues with customers within the scope of contractual

CROSS-FUNCTIONAL CONTRIBUTION

Support LI for new business opportunities in parallel work with them to learn about new technologies and Product service offerings
Work with other Sub-business lines (bulk, IPG, specialty gases) to maximise revenue opportunities for AL

Essential Skills (Behavioral/Technical)

Knowledge and Knowhow specific to the job (Technical)

Know-how and skills on technical selling and upselling
Knowledge of the gas industry (other players, direct/indirect competition, alternate solutions)
Knowledge of Customer industrial process, project sales
Knowledge of competitors offers
Knowledge of AL Offers, Products, applications and services.
HSE Procedures

Management and behavior skills (Behavioral)

Willing to accept stretch goals related to positive business results
Adapting personal style to effectively interact with a variety of people, from procurement to CXO-level
Sharing strategic information with customers to build understanding of issues
Balancing customers' needs with company long term interests
Looking for secure and reliable solutions
Manage internal stakeholders (operations, capital implementation, projects, finance, etc.) with positive influencing capacity

Team Management

Manage pan-India team of Busienss Development
Support BD Onsite for timeline executions, internal governance, existing contract management and closure of new deals by training them for future
Willing to train other BD through experience sharing
Sharing information with BD to build understanding of issues
Travel regularly with team pan-India to meet customers and close deals
Identify gaps/needs in team members, and provide appropriate training plans

___________________

Are you a MATCH?

- Bachelors in Technology/Engineering

- 10-15 years experience from Industrial Gases background

- Should be familiar with Onsite or LI business.

- Competencies would be Sales, Strong Analytics, Negotiation lead, Team Player, Knowledge of Finance, Go Getter

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

About the Company

Air Liquide

Industrial and medical gas provider

Air Liquide produces and supplies industrial and medical gases, such as oxygen, nitrogen, hydrogen, argon, and specialty gases, to manufacturers, healthcare providers, electronics, and energy companies. It operates through production plants, pipelines, cylinder networks, and on-site supply units, and it also designs and builds gas production and separation systems, including cryogenic air separation plants and large electrolyzers, via its engineering arm. Its Gas & Services business serves industry and healthcare and it is a major producer of hydrogen, investing in low-carbon hydrogen projects and electrolysis as part of industrial decarbonization. It serves the semiconductor industry and space programs as well. Its goal is to enable industrial decarbonization and the energy transition by providing reliable gases and engineering capabilities for large-scale gas production, hydrogen supply, and on-site services.

Company size: 10,001+
Company stage: IPO
Headquarters: Paris, France
Founded: 1902

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