Key Responsibility
Leadership
Through leadership, ensure that the sales objectives are achieved as per business plan & company’s strategies and policies and effective and efficient use of the company’s assets across all regions.
Business
Prepare for monthly one-to-one business review with the Regional Business Managers. Use this meeting to review in particular: - His/Her portfolio of opportunities in BAR+ - The progress of Active opportunities - The contracts signed since the last meeting and those expected to be signed in the coming weeks. - The overall national activity (visits, overdue, price management, etc.)
Collaboration
Work with the national and regional teams to prepare & establish sales targets, and assist teams on new customer development across India.
Train the team on key arguments, key differentiators in our value proposition with support from the product marketing manager
Review Management
Review & refer back to Business Manager: a. all customer creation and modification requests (national accounts) b. all Contract/pricing creation and modification requests c. all requests for new installations at Customers’ site, including request for capital when relevant.
Liaisoning
Liaise closely with all other national and regional departments for the smooth and efficient operation across India.
1. To liaise with PG National Manager for Operations, CSD & Distribution to ensure timely deliveries of supplies.
2. Take responsibility for AR for all customers with CSD support.
3. To track timely delivery of Invoice to Customers with the Distribution team. Maximise efficiency by maximising recurring orders.
4. Attend safety meetings and ensure all area managers work safely and promote safety to their customers.
Decision Making
a) Decisions: Day to day management of the national sales team. Pricing offers to customers within his authority by using the Pricing Tool. Contract approval as per HO guidelines and within his authority. b) Recommendations: Pricing offers to customers outside of his authority. Variation from policy. Contract modifications. Market events.
Quantitative/Financial Data
a) Quantitative Data: Sales activity dashboard (national). Business Development Report (BDR). b) Financial Data: Reporting Sales results (national).
Analytical reporting to drive business decisions.
Competencies Strong leadership capability (leading a national team).
Ability to negotiate complex and high value national contracts.
Ability to develop collaborative working relationships internally and externally. Customer service orientation.
Ability to foster and facilitate innovation. Excellent communication skills.
Top-level planning and controlling skills.
Ability to influence and gain commitment, leading to desired outcomes.
Minimum Qualification & Experience: Tertiary qualifications in Marketing and/or Management preferred. Demonstrable, deep and successful experience in sales management with an experience of 10-12 years in an industrial environment, preferably with a national scope.
Sound knowledge or experience in Business and Financial Management. Strong financial and analytical skills. Experience working with Google suite applications. B.Tech/ MBA in Business Management.
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.