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Account Manager

Company: Linde Engineering North America Inc
Location: Wyoming
Posted on: June 1, 2021

Job Description:

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 an Account Manager I to join the team in the Grand Rapids area.Purpose of the Position:Increase territory profitability and revenue through in depth understanding of territory, consisting of bulk gases, equipment, ECOVAR, and packaged gas (where applicable) products, utilizing 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 to disqualify the competitive alternatives. Attain gross profit growth year on year through increase of revenue and profitability.Increase territory profitability and revenue through in depth understanding of territoryMaintains overall territory business strategy to pro-actively plan and measure success as required at least 2x /year active update and reviewManages contract expiration dates of agreement within territory to no more than 20% of territory is expiring within 12 months (Protect)Achieves prices increases within territoryProspecting from multiple sources to develop new businessProspects 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 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 opportunitiesCompleted 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 InsightUnderstands 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 neededHas entertainment plan to maximize customer/prospect intimacyStays 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 insightThoughtfully 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 solutionsIs 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 & RetentionMakes 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 commitmentsTakes 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 teamLeverages internal relationships with Linde Supply organization to augment customer satisfaction insight8. 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 Lindes 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 costUnderstands Lindes plant and logistics system as well as that of competitors within territory; is able to anticipate competitors probable sales strategyUtilizes the six Linde Pro key pricing concepts and develops pricing accordinglyDescribes 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 appropriateCustomer Data MaintenanceManages 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 prioritiesBasicBachelor Degree - Sales, Marketing, Finance or technical disciplineMinimum of 5 years industrial/sales/commercial experience in gas industry, chemical/other manufacturingOther 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 requiredDemonstrated sales track record of deep customer insight, knowledge of competitive landscape, growing revenue prospecting, negotiation & closing abilities desiredStrong business and financial acumen; proficient presentation skills, and sound planning and organizing skills essentialMust be self starter, goal and achievement driven and able to perform through self and othersPC 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!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.ID: 2017-4399 External Company Name: Linde Engineering North America, Inc. External Company URL: lindeppusa.com Street: 3535-F ROGERS B. CHAFFEE MEM.

Keywords: Linde Engineering North America Inc, Wyoming , Account Manager, Other , Wyoming, Michigan

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