Business Development Manager

How will you CONTRIBUTE and GROW?The Business Development Manager, India will be responsible to devise and deploy the sales strategy related to technologies offered by Air Liquide Advanced Technology US in India, primarily membrane related sales.

The Business Development Manager will:
❏ Organize, plan, manage and implement sales (membrane technology, plant & equipment, or
support other technology sales)
❏ Fulfil customer's requirements through adequate bidding, contract review and proper negotiation
❏ Engage with customers from the conceptualization stage to structure optimum solution for customers with the proper utilization of internal resources & technologies
❏ Develop and implement a marketing strategy for biogas membrane technology and associated equipment in India
❏ Ensure profitability of new deals (net profit from Order Intake)
❏ Main objective is to achieve excellent customer satisfaction while achieving growing sales targets for years to come

Responsible for sales target of ALATUS technologies

● Establish Sales plan and strategy according to the sales strategy and market conditions in the region/ geography
● Identify and select new opportunities with input from management
● Focus on industry trend; collect marketing information and research work
● Build market database and keep interactive communication within stakeholers
● Align Solution & Scope with Customer
● Manage Commercial Proposals and ensure development and approvals of costsheets
● Lead Commercial discussions with Clients for contract closure along with the commercial team
● Coordinate with US teams for technical solutions, and technical proposals
● Monitor competitor's strategy in market and adapt strategy for competitiveness
● Exchange and coordinate market and competitor information with internal stakeholders
● Loss Analysis for lost opportunities with report

● Total sales & profit in the region
o Market intelligence
● Market strategy formalization and documentation including competitive intelligence, go to market strategy…
● Pipeline growth (Number of opportunities identified and developed) Internal Governance
● Lead proposal governance meetings : A Meeting, B-Meeting, ALATUS-RC, E&T RC
● Coordinate appropriate approvals to negotiate local contracts (NDAs, purchase orders, contracts)
● Initiate and support Due Diligence & export control check for the Customers as per mandate from Compliance team

● Number of binding proposals approved and submitted
● Closure of Actions from management review/ proposal governance process Customer Experience
● Maintain close Client relationships and represent ALATUS Technologies / Solutions to Clients
● Ensure fast response time and customer centric proposal process

● Clients visits as & when required
● Customer feedback

Code of Conducts
● Compliance with code of conducts of the organisations, mainly but not limited to ○ Antitrust ○ Anti bribery ○ Anti Corruption
● Understanding of code of conduct procedure for third party clients

● Complete yearly compliance trainings for Code of Conduct, Antitrust, Anticorruption & Anti-bribery
● Complete Due-diligence of Third party Clients from time to time wherein Client's ,various code of conducts are identified

KNOWLEDGE AND KNOW-HOW SPECIFIC TO THE JOB

● Familiar with renewable natural gas industry
● Familiar with other industries is a plus: refinery industry, natural gas production
● Good understanding of local market, conversant of the customers and competitors
o Very good domestic clients networking and relationship of the industry
● Good understanding of local business, related commercial/ trade terms and regulation on sale of technologies and equipment/ plant
● Familiar with project management and project execution
o Familiarity with Engineering interfaces and scope of works Marketing
● Creative thinking (innovation)
● Pursues customer feedback Sales
● Proven ability to negotiate and close profitable business deals
● Energetically pursues profitable business opportunities
● Ability to create balance between internal & external stakeholders
● Ability to develop long-term trustful relationships with end customers Finance/operations Control
● Ability to understand workflow of a business units (profit centers) Strategic and Performance Management Skills
● Organizes and analyzes information
● Develops and considers back up plans for sales
● Achieves goals
● Leads through vision

● Good understanding of
o Commercial T&Cs & contracts and pricing model
o Proposal workflow and internal governances & approvals
o Good interface management Manages complexity, contradictions and
paradoxes Good interpersonal skills
● Communication,
● Team work & Develop trust

___________________Are you a MATCH?

EXPECTED COMPETENCIES
Education: Bachelors Degree or above
Discipline: Engineering disciplines (preferably Chemical or Mechanical)

Work Experience: 12 years of experience in sales or engineering activities related to membrane technology, renewable, natural gas, gas treatment technologies like PSA. Preference shall be given to the candidates with deep association with aforementioned industries in direct selling with a strong technical background

Language: English (Mandatory) and Hindi (preferable)
Level required: Fluent (mandatory language)

Remote working can be possible for the right fit.

#LI-IC1

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

---