American Air Liquide - Aiken, SC
posted 6 months ago
About the position
As an Industrial Sales Manager at Messer North America, Inc., you will play a pivotal role in driving the profitability and revenue growth of your assigned territory, which encompasses bulk gases and equipment. Your primary focus will be to leverage your in-depth understanding of the territory to enhance business strategies and achieve gross profit growth year over year. This position requires a proactive approach to managing an existing portfolio of clients while also developing new customer relationships and negotiating agreements that align with the company's objectives. In this role, you will be responsible for maintaining an overall territory business strategy, which includes planning and measuring success. You will engage in prospecting from various sources to generate new business opportunities, utilizing a blend of cold calls, trade shows, and internal/external referrals. Your ability to network effectively and follow up on leads will be crucial in identifying and creating value-added solutions for customers. You will also be expected to utilize Messer's Pro Sales Tools consistently, qualify prospects to evaluate their viability, and maintain up-to-date opportunity roadmaps and account action plans. Capturing call reports and customer data in Messer's CRM, SalesForce.com, will be part of your daily responsibilities. Understanding customer values, priorities, and economic factors will enable you to accurately identify key influencers and decision-makers throughout the sales process. This position demands a high level of critical and innovative thinking, as well as a sense of urgency to address customer issues promptly. You will be expected to demonstrate a strong sales track record, showcasing your ability to grow revenue through deep customer insights and knowledge of the competitive landscape. Your proficiency in business and financial acumen, along with excellent presentation and organizational skills, will be essential for success in this role.
Responsibilities
- Increase territory profitability and revenue through in-depth understanding of territory.
- Maintain overall territory business strategy to proactively plan and measure success.
- Manage an existing portfolio of clients and related agreements.
- Develop new customer relationships and negotiate new agreements.
- Manage price and cost recovery across the business.
- Prospect and generate leads to develop new business, including a blend of cold calls, trade shows, and internal/external sources.
- Allocate time to network, qualify, and follow up on leads.
- Engage Messer's industry experts to identify and create value-added solutions.
- Consistent use of Messer Pro Sales Tools.
- Qualify prospects to establish/evaluate stage to determine viability and appropriate time investment.
- Complete up-to-date opportunity roadmaps and account action plans.
- Capture call reports and customer data in Messer's CRM, SalesForce.com.
- Understand customer values/priorities, business issues, and economic factors.
- Accurately identify prospect/customer account influencers and decision-makers across the sales process.
Requirements
- Minimum of three years' experience in business-to-business industrial sales, gases, specialty chemical, or other manufacturing industry.
- A Bachelor's degree in Engineering, Sales, Marketing, Finance, or other technical discipline.
- Must be able to travel 30-40%.
- A high level of critical and innovative thinking, questioning skills are required to uncover issues and create value for customers.
- A sense of urgency and responsiveness to take immediate action to resolve customer issues is required.
- Demonstrated sales track record applying deep customer insight, knowledge of competitive landscape, growing revenue, prospecting, negotiation, and closing abilities.
- Strong business and financial acumen, proficient presentation skills, and sound planning/organizing skills are essential.
- Must be a self-starter, goal and achievement driven, and able to perform through self and others.
- PC skills required including SalesForce or CRM equivalent, Microsoft Office with Excel and PowerPoint.
Nice-to-haves
- Messer Pro Certification desired.
Benefits
- Health savings account
- Disability insurance
- Company car
- Health insurance
- Dental insurance
- 401(k)
- Flexible spending account
- Paid time off
- Work from home
- Parental leave
- Employee assistance program
- Vision insurance
- 401(k) matching
- Employee discount
- Flexible schedule
- Life insurance
