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Account Manager
Seattle, WA or Portland, OR
Reference Code: ASG-10724
Responsibilities:
1. Develop and execute a sales plan to develop the territory from $350,000 of new business in the territory in the first 12 months.
2. Exploit the competitive advantages of eScott and Scout in taking new business away from competitors.
3. Acquire the necessary knowledge of Air Liquide production capabilities and limitations and the necessary technical expertise in products, markets, and applications to become fully functional as an Air Liquide Account Manager.
4. Master and fully utilize, without exception, the SalesForce.com sales process including Call Plans, Call Reports, Opportunity Tracking, etc.
a) Use SalesForce.com for strategic account sales planning including the use of Single sales objectives and pipeline positions.
b) Ensure advance preparation and planning for sales calls in the SalesForce.com Calendar.
c) Ensure daily completion of Sales Call Reports that record detailed information gained at the sales call in fulfillment of the Sales Call Plan that was prepared in advance. Sales Call Reports must also include the detailed Action Items that result from the meeting, specifying what is to be completed by whom and when.
d) Submit weekly territory analyses reviewing the accomplishments of the week.
e) Submit weekly New Business Won report.
f) Gather, organize, document, and utilize the detailed customer information that is needed to write effective customer proposals which demonstrate, quantify, and justify the value that Air Liquide brings to the customer. Use the proposal as a mechanism to differentiate Air Liquide from the competition and win new, profitable business under contract at a price premium to the competition.
g) Document these selling elements in Salesforce.com.
5. Effectively sell accounts on a specialty, value-added, and profitable basis. Leverage Air Liquide’s product, marketing, research and development, cylinder management, and Internet technology to differentiate Air Liquide from the competition and to bring value to the customer sufficient to justify the price premium Air Liquide requires.
6. Broaden and deepen the network of selling contacts at large, key accounts, with particular focus on executive selling. Build and maintain relationships with decision-makers at new and existing customers.
Requirements:
1. Experience in selling value-added chemical products to industrial accounts using structured, value-added pricing in a competitive environment where competitors are completing against your value-added sales on price.
2. Track record of delivering superior sales growth performance and meeting budget commitments.
3. Demonstrated ability to deliver on commitments made to customers and to the company.
4. Demonstrated ability to write effective, value-added sales proposals. Proposals should demonstrate the identification of specific customer needs and the quantification of value that acceptance of the proposal will bring to the customer.
5. Network of executive contacts in territory 811/812 at accounts in industrial markets that Air Liquide has targeted for sales growth.
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