Manager - Sales
2 days ago
The Business Manager is responsible for the management of the Specialty Gases products portfolio in designated geography to execute strategic intent and meet financial targets.
Principal Responsibilities:
Coach and develop team members reporting directly
Directly accountable for delivering sales targets in the assigned territory (West zone)
Manage all existing customer accounts in assigned territory.
Work closely with BU Head to ensure BU targets are met
Manage the Key accounts assigned to ensure long term profitability and growth
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 promptly and ensure timely redressal
Generate new large/strategic 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
Key Interfaces:
Strategic Marketing – Product Manager, marketing communication and Pricing Manager
Customer Service Centre
Deliver – country level for Transport safety, Contract management and Scheduling
Make – country level for planning, best practices, Cylinder Asset Management, Engineering support
FICO – Business Partner & Credit Control Manager
Statutory agencies
Internal Audits & legal counsels
Group stakeholders
Required Behaviors:
Team player with leadership skills. Ability to influence team and customer stakeholders. (20%)
Strategic Thinking. Takes medium to long term view of the business, assessing options for the future and the implications. (20%)
Customer Focus – (Client relationships) Works with own team to build relationships with customers (20%).
Prioritization capabilities. (10%)
Promotes and drives organizational initiatives (10%)
Motivates team and maximizes resource and asset productivity (10%)
Highest level of integrity and behavior in line with the Linde code of ethics (10%)
Required key skills (functional/technical):
Financial skills with analytical approach – the Specialty gases business “sales, business development, Application sales – shielding gas conversions, buyer behavior.”
Direct/Channel sales
Knowledge of “make “and different products within industrial gases PGP portfolio
Communications skills (effective presentation, negotiation, conflict resolution)
Strong change management leadership, ability to transform business
Language Skills – Fluent in both written and spoken Hindi, English and local language preferred
Required qualifications/experience:
Degree in Engineering (Chemical/Mechanical /Metallurgy)
Post Graduate Diploma/ Management degree preferred
Typically, 8-10+ years’ experience in Specialist Gases Sales, Business development, application sales and/or Operations management with 5+ years with industrial gases sales and /or operations
Prior Product Management and Strategy Planning preferred
Travel and relocation flexibility
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