Area Sales Manager, West

The Linde Group • Pleasanton, CA 94588

Posted 2 weeks ago

Job Description

Overview

Area Sales Manager, West

The Linde Group, is known as one of the world leaders in gases, engineering and healthcare. We operate in more than 100 countries across the globe and generated revenue of $20.13B in 2017. But what makes us great is our people, because they make great things happen. Guided by integrity, Linde employees take pride in what they do, because they know it makes a real difference to our customers. They are empowered to turn a challenge into an opportunity to learn and grow. This is how they take the lead, every day.

Linde is currently seeking an Area Sales Manager, West to join the team in the Pleasanton, CA area.

Purpose of the Position:

* Coach, mentor, and lead area sales team to achieve or exceed sales plans, driving profitable sales growth of products Bulk Gases, Applications, package gas (where applicable) and services, maximizing Linde pro as the sales process foundation

* Own and ensure execution of area sales strategy, deliver new business and profitability performance of sales team for specified geographic area, ensure safety expectations are met across team

* Share sales management best practice across Markets organization

Responsibilities

Takes ownership for profit and loss for industrial business in the geographic area

* Analyzes and drives business performance to achieve or exceed expected new business and customer profitability results, ensuring that business is optimised to provide the best possible return

* Drives cross functional business planning process to ensure resources are allocated optimally to achieve Linde's objectives

* Manages and mitigates identified account risks associated with the customer base across geographic area (At Risk Profiler)

* Shows visible leadership and mitigate the affects at local operations in order to minimize impact on customers, personnel, business performance and the community (Provide/Protect)

* Maximizes present and long term sales and profit in the region (Area 10-3-1 Strategy) utilizing financial and business acumen to make good commercial decisions; masters ROC tool and other profit tools (Account Management)

* Understands plant costs of loading and impact of volume on cost

* Prioritizes internal requests of account manager's time and activities to minimize account manager involvement

Future development and growth of the business in the geographic area

* Communicates and acts upon opportunities and solutions regarding: Market segment strategy, economic trends and market conditions, account strategies, investment and commercial development opportunities within Area 10-3-1 Strategy

* Provides customer/market feedback to incorporate into Industry Segment Strategy (Business Development)

* Inputs to and executes strategic plans for industry segments, products, and specific account strategies for customers and prospects within sales territories and area geography (Business Development)

* Ensures each Account Manager has a territory business strategy, account plans for individual customers and prospects, and SMART goals in place to deliver increase in territory revenue and profitability

* Handles complex, non-standard terms and conditions through legal and delegation of authority process; masters legal understanding in contracts

Coach to Linde Pro Sales Process and time/territory management

* Takes accountability for consistent use of LindePro and ensures team member certification

* Spends a minimum of 10 days per year with each account manager making joint sales calls focused on observation and constructive feedback (defined on account manager experience and effectiveness basis) (Coaching)

* Regularly coaches account managers through review of the following tools:

* Account Action Plans, Opportunity Roadmaps, At Risk Profiler, Prospect pipeline, account/prospect strategy, Pre-call plan and questioning strategies, Post call reviews to evaluate sales calls, Linde Pro proficiency

* Conducts monthly prospect review with account managers by Salesforce.com, the opportunity roadmap to review development of prospects through Linde Pro process through to execute; and identify stalled prospects and place on long term follow up (Business Development)

* Conducts quarterly reviews of At Risk Profiler for all renewals within 18 months of termination date or due to customer circumstance changes (Account Management)

Deep Customer & Competitor Insight

* Monitors customer and industry news, updates, and impending events that create market opportunities within geographic area (Explore)

* Ensures decision maker/signature level penetration recorded for each Linde customer organization

* Expects Account Managers to be current on market share, product supply position, and new developments with competitors and industry trends (Explore)

* Is able to anticipate competition's probable sales strategy through own business acumen, including understanding of Linde's and competitors' plant and logistics.

* Leverages or calls upon Market Head or Head of Market where needed with key prospects or customers (Linde Pro)

Customer Acquisition, Satisfaction & Retention

* Manages contract expiration dates of agreements within area to no more than 20% of territory expiring within 12 months (At Risk Profiler/Protect)

* Develops and leverages high level, strategic relationships with key Linde Group customers (Account Management)

* Ensures pricing is based on Linde's value creation and unique selling proposition (Evaluate)

* Expects account manager ownership of each account within territories (Account Management) and monitors customer satisfaction

* Resolves escalated customer complaints to drive customer satisfaction and proactively ensure root causes have been addressed (Provide)

People management and champion of safety in the geographic area

* Inspires a desire to win and excel

* Train, coach, develop and manage sales team; address performance issues proactively and promptly

* Fosters open communication and creates atmosphere in which timely, quality information flows within team

* In coordination with SHEQ, drives the safety agenda to ensure Linde operates in a manner that is safe for employees, customers and the public at large

* Oversight to drive and ensure customer resolution of non-conforming customer sites

* Ensures that the sales team operates ethically

* Active member of the Market Leadership Team to promote cross functional partnerships, market performance, and teamwork to make certain Linde is easy to do business with

Customer Data Maintenance

* Expects accurate, timely, and complete customer and prospect information in Salesforce.com so account history is easily retrievable and accessible (Account Management)

* Does not permit email administration to interfere with coaching priorities

* Leverages support resources to manage sales administration time for Account Managers

* Identifies and implement solutions to reduce Account Manager 'time sinks' that detract from core sales activities

Qualifications

Basic

* Bachelor Degree - Sales, Marketing, Finance or a Technical discipline

* Minimum 5 Years industry experience in field sales and/or sales management required in gas industry, chemical/other manufacturing

Preferred

* Lindepro certific

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