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Account Manager I to Senior Account Manager
ANYWHERE IN IOWA, IA
Reference Code: ALI-10504
Responsibilities:
Sell industrial solutions (i.e. Gas + Application + Services) to a wide variety of customers in the Industrial Process segment within a determined geographical sales area.
Initiative and Motivation
• Sets realistic stretch goals; wants to be top performer among peers.
• Takes initiative to find new areas for selling beyond traditional markets.
• First to get on board with new applications and programs.
• Anticipates and prepares for opportunities or problems that are not obvious to others.
• Adapts work method(s) to improve performance.
Generate Profitable New Business
-Seek out and secure new customers;
-Identify prospects;
-Generate proposals;
-Identify and assist in securing new multi-location business for Air Liquide
Service Existing Accounts
-Serve as the primary contact for customers within an assigned geography;
-Monitor the resolution of customer issues;
-Expand and develop contacts at customer locations;
-Expand Air Liquide’s presence by adding new products and services;
-Implement account strategies.
Plan and Report
-Develop and document pricing and retention strategy over contract life;
-Develop and document product introduction strategy over contract life;
-Gather and document competitive intelligence.
General
-Identify and coordinate Air Liquide resources;
-Improve portfolio profitability;
-Represent Air Liquide within a given geography;
-Update customer information;
-Assist Strategic Account Management Team within a given geography;
-Improve customer satisfaction.
Sales Activities
• Establishes relationships with decision makers in targeted accounts.
• Manages time and territory to achieve goals.
• Apply technical knowledge in selling situations to close deals with higher than average gross margins.
• Consistently meet objectives by selling targeted focused growth applications specific to the Region objectives.
Other
• Research customer segmentation and customer’s key business drivers, understand the customer’s challenges and work to match gases, applications and services to meet the customer’s needs consistent with Air Liquide’s strategy.
• Anticipates customer environment and presents appropriate solutions to address needs.
• Develop relationships with various levels in the organization to get projects approved and completed.
Requirements:
Skill Set/Knowledge/Expertise
-Ability to effectively communicate with employees at all levels of the organization;
-Ability to interface with management relative to customer concerns and resolve issues using diplomacy and tact;
-Demonstrate knowledge of Air Liquide, our products and service offerings;
-Demonstrate working knowledge of software packages such as Microsoft Office;
-Demonstrate ability to organize and prioritize multiple projects;
-Demonstrate understanding of company, organization structure, vision, mission and strategic objectives.
-Minimum of 3 years of successful industrial business to business sales experience
Physical Requirements
-Light Work
-Tour customer production facilities/site surveys
-Travel
Educational Requirements
-Bachelors Degree
Other Requirements
-Meet or exceed corporate safety goals
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