Development of existing offers / solutions
Creates, in cooperation with country team, the yearly action plans (incl related marketing campaigns) in line with the defined market strategy, follows its progress in CRM
Prepares (in cooperation with Market Manager) and deploys marketing campaigns (in cooperation with digital marketing where needed)
Lead Management
Responsible for the lead generation maximizing the quality and quantity of leads
Enables the efficient leads qualification and lead process management: KPIs follow-up in CRM
Cooperates with the digital marketing team on the creation of digital content (SEO etc) and digital campaigns & leads management as needed
Purchase of external market know-how incl qualified leads
Support to the country
Via operational marketing actions: supports the business development action of the country leveraging its expertise, applicational and market knowledge etc
Trains the sales team to the market specificities (incl digital)
Being a main point of contact for the country in their scope and cluster market team
New Offers Deployment
Acts as a project manager for the launch of new offers: adapts them to local specificities in cooperation with and upon validation of local stakeholders (Product Management, compliance, safety, logistics etc). Prepares the related local deployment strategy, business case, action plan and supports the CPR notes.
Rolls out the action plan, continuously monitors the related KPIs and defines actions to reach the target. Accountable for the monitoring & reporting of offer deployment KPIs
Offer design - In some cases can be requested to play a role of offer designer under accountability of the market manager.
For new offers, define the offer components based on the value proposition. For existing offers needing adaptations, reassess the components.
Check the feasibility of the offers with the technical & industrial experts.
Determine the total cost of the offer and pricing policies under the direction of product management
Select or adjust the distribution channels and point of sales.
Prepares any contractual specifications of the offers validated by the Legal department, and in coordination with product management.
Ensures compliance (Q/HSE/MR internal rules, regulations, quality assurance, HACCP, GMP, etc.) in cooperation with industrial teams and HSE/MR.
Performs a gap analysis to prepare for implementation at large scale
Prepare the sales pitch and training modules
Promotion and Communication
Contributes to the preparation of the market communication tools (brochure , trade shows, leaflets, visual library, digital assets)
Determination with the county and Market Manager of the selection of the fairs to be attended. Provides support with fairs organisation.
Education / Work experience
Master / Bachelors, Business or Engineering
Sales/Business Development experience: 3-5 Yrs
Abilities & Know-how
_ Knowledge and Knowhow specific to the job
Good knowledge of the IM Business operations
Good knowledge of the customers and the selling process
Marketing Competencies (SWOT, Positioning, Pricing, Branding, Persona, Digital Marketing, Communication…)
IT tools (CRMs, Google tools, PowerBI etc)
_ Management and behavior skills
Project management
Pragmatic
Operations oriented
Team work skills
Convincing /Influential
Good Interpersonal skills/Creates network
Ability to Coach
Negotiation skills
Languages
English - fluent
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.