National Sales Manager- Onsites

How will you CONTRIBUTE and GROW?

BUSINESS DEVELOPMENT

• Develops new AL business opportunity and maintains existing portfolio; Leads prospection in coordination with Market Developers, Key Account Managers

• Develops and expand contacts at existing customer site to strengthen customer relationship Identifies customers' decision-making structure, culture and goals Assesses customer requirements and business drivers

INTERNAL GOVERNANCE

• Builds the proposal; Determines appropriate on-site solution, conducts product flow studies as needed

• Establishes project scope and budget Evaluates project economics, establishes proposed pricing in accordance with business policy 

NEGOTIATION

• Negotiates and signs agreements

• Prepares and presents proposal Negotiates product supply agreement Manages scope changes and appropriate modifications to contract terms and pricing to maximise returns

• Obtains customer commitment through contract signature

COMPETITIVITY

• Performs review on on-site business and competition; 

• Market Analysis

• Competition Analysis

• Production service offering Analysis

• Coordinate with various

CONTRACT ADMINSTRATION

• Supports Operations team

• If required, acts as a consultant for contract administration issue

• Might manage related accounts and contracts from other sub-business lines

• If required, train sales force on On-Site

• Resolve commercial issues with customers within the scope of contractual 

CROSS-FUNCTIONAL CONTRIBUTION

• Support LI for new business opportunities in parallel work with them to learn about new technologies and Product service offerings

• Work with other Sub-business lines (bulk, IPG, specialty gases) to maximise revenue opportunities for AL

Essential Skills (Behavioral/Technical) 

Knowledge and Knowhow specific to the job (Technical)

• Know-how and skills on technical selling and upselling

• Knowledge of the gas industry (other players, direct/indirect competition, alternate solutions)

• Knowledge of Customer industrial process, project sales

• Knowledge of competitors offers

• Knowledge of AL Offers, Products, applications and services.

• HSE Procedures 

Management and behavior skills (Behavioral)

• Willing to accept stretch goals related to positive business results

• Adapting personal style to effectively interact with a variety of people, from procurement to CXO-level

• Sharing strategic information with customers to build understanding of issues

• Balancing customers' needs with company long term interests

• Looking for secure and reliable solutions

• Manage internal stakeholders (operations, capital implementation, projects, finance, etc.) with positive influencing capacity

Team Management

• Manage pan-India team of Busienss Development

• Support BD Onsite for timeline executions, internal governance, existing contract management and closure of new deals by training them for future

• Willing to train other BD through experience sharing

• Sharing information with BD to build understanding of issues

• Travel regularly with team pan-India to meet customers and close deals

• Identify gaps/needs in team members, and provide appropriate training plans

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Are you a MATCH?

- Bachelors in Technology/Engineering 

- 10-15 years experience from Industrial Gases background

- Should be familiar with Onsite or LI business. 

- Competencies would be Sales, Strong Analytics, Negotiation lead, Team Player, Knowledge of Finance, Go Getter 

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.