Principal responsibilities
- Directly accountable for delivering sales targets in the assigned territory
- Manage all existing customer accounts in the territory
- Coordinate with plant/distribution/support teams to ensure timely supplies to customers
- Ensure timely collection of payments from all customers in the territory
- Address customer complaints and ensure timely redressal
- Visit Customers to maintain existing accounts and generate new wins
- Generate new leads and work to convert the leads to business wins
- Collect and report market intelligence information related to
- Competitor actions in marketplace
- New market trends
- Meet the annual KPI targets set for
- Revenue
- Product Price
- DSO
- New Wins
- Customer Visits
- Cylinder Management
- Safety
Required critical behaviours
- Business acumen (Financial steering and controlling) Understands and implements financial principles and procedures to make effective decisions. Understands how their KPI's are aligned to business strategy. (30%)
- Strategic thinking (Strategy execution) Contributes to the achievement of The Linde Group Strategy by translating it into his/ her environment, by devising meaningful objectives, strategies and plans, and by winning the commitment of employees to act and execute the strategy. (20%)
- Customer focus (Customer needs) Turns understanding of customer needs into solutions that add value to the customer. (20%)
- Visible leadership (Exemplary Leadership) Drives for high performance and takes personal accountability for results. (15%)
- Cross-cultural communication and collaboration (Cultural sensitivity) Communicates openly and convincingly. (15%)
Required key skills (functional/technical)
- High level of questioning/probing skills to uncover issues and create value for customers
- A sense of urgency and responsiveness to make immediate action to resolve customer issues required
- Skilled in time and territory management
- Financial skills with strong analytical approach, and sound planning and organizing skills essential;
- Strong communications skills (effective presentations at all levels, negotiation, conflict resolution)
- Language Skills – Fluent in both written and spoken English, local dialect is preferred in case of specific territory.
Required qualifications/experience
- Bachelor's degree required in sales, marketing, finance, or technical discipline.
- 4-6 years of industrial/Sales/Commercial experience in gas industry, chemical/other manufacturing industry desired.
- Demonstrated sales track record of deep customer insight, knowledge of competitive landscape, growing revenue prospecting, negotiation and closing abilities desired
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