How will you CONTRIBUTE and GROW?
The main object and purpose of this position consist in achieving ALC’s sales vision, while promoting safety, quality, awareness and compliance with company policies and maximizing the impact of his/her actions on company sales, prices, competition, and potential customers. The incumbent is responsible for gathering information to develop a market strategy and formanaging and planning territory to maximize profitability. The incumbent also writes proposals and negotiates contracts, maintains and increases services to our customers, secures relationships with customers and provides support to the team to achieve objectives.
Prospects the territory and analyzes markets : Has a market development strategy and a vision of the competition’s strategy. Locates and calls on prospective customers, initiates and maintains business relationships. Sells to prospects who are considering buying from competitors and develops local markets for new applications.
Manages and plans territory : Develops business plan and sales strategy for his/her sector. Plans and organizes activities to generate profitable growth and satisfying results (territory, deadlines, sales and profitability forecasts). Regularly uses CRM (Customer Relationship Management) to plan, schedule and report on day-to-day activities with customers and leads. Maintains accurate profiles of customers and leads in CRM. Promotes sound management by establishing selling prices within company guidelines. Manages accounts as well as competition. Develops new applications related to ALC’s products and services.
Develops proposals: Establishes commercial proposals and negotiates contracts, responding to customer needs. Writes clear, succinct, and professional-looking proposals that appropriately respond to customer’s needs. Presents proposals, persuades, influences, and negotiates contracts with customers.
Sells and negotiates: Identifies the customers’ information and decision-making structure, culture and goals. Understands the customer’s industry processes, products or services. Through “Need Satisfaction Selling”, probes and listens actively to build a clear, accurate and complete picture of what customers require. Obtains customer’s commitment, follows appropriate procedures when a close is not possible, and closes in incremental steps that further the sales process. Finds creative solutions, takes risks and makes difficult decisions. Shares information with the Accounts Receivable Agent regarding customer credit status and the financial viability of the account.
Ensures customer loyalty : Develops a strategy to secure customer’s loyalty. Is recognized as an authority as far as making proposals is concerned. Directs the customer’s choice. Comforts and reassures the customer. As the primary contact between the customer and ALC, identifies problematic situations and solves problems. Improves the quality of business relationships and has a long-term vision when doing business with the customer. Anticipates future needs.
Participates in team work: Knows everybody’s role within the team. Demonstrates sensitivity to the needs and concerns of other Sales Team members. Provides information, training and supervision by executing linked sales with them. Builds and maintains relationships inside your own organization. Communicates effectively with other departments.
Acquires and upgrades his knowledge and competencies: Presents a professional image to the customer at the internal and external level by the development of his knowledge and analysis of ALC’s products and services, the industry, and the processes in which they are used.
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Are you a MATCH?
- Experience: Minimum 2 or 3 years experience in industrial sales
- Diploma: College diploma or bachelor’s degree in the field of application
- Training: Selling skills, Quality System (ISO)
- License: Must have a valid driver’s license
- Knowledge: Computerized systems, MS Office, products, services and applications, contract law, financial management basics
- Leadership: Positively influences others, easily obtains cooperation from others, is concerned with people as much as with results.
- Initiative: Initiates actions, ideas or solutions spontaneously on his own, undertakes action without waiting directives, uses all of his/her resources before asking for help, establishes his/her performance objectives and deadlines.
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.
