Messer Americas

Area Sales Manager - Puerto Rico

Job Location PR
# of Openings
1
Category
Hidden (89307)
ID
2019-11801

Responsibilities

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

· Drives cross functional business planning process to ensure resources are allocated optimally to achieves Messer North America objectives

· Manages and mitigates identified accounts 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 customer, personnel, business performance and the community (Provide/Protect)

· Maximizes present and long term sales and profit in the region, utilizing financial and business acumen to make good commercial decisions; masters STACK and other profit tools (Account Management) · Understands plan costs of loading and impact of volume on cost

· Prioritizes internal request of accounts manager’s time and activities to minimize account manager involvement

· Communicates and acts upon opportunities and solutions regarding: Market segment strategy, economic trends and markets conditions, account strategies, investment and commercial development opportunities within area

· Provides customer/market feedback to incorporate into Commercial Development Segment strategy (Business Development)

· Inputs to and executes strategies plans for markets segments, products, and specific account strategies for customers and prospects within sales territories and geographic area (Business Development)

· Ensures that the Account Manager has a territory business strategy, account plans for individual customers and prospects, and smarts goals in place to deliver increase in territory revenue and profitability · Handles complex , non-standard term and conditions through legal and delegation of authority process; master legal understanding in contracts

· Takes accountability for consistent use of Messer North America Pro and ensures team member certification

· Spends a minimum of 10 days per year with each Account Manager making joint 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:

o Account Action o Plans Opportunity Roadmaps

o At Risk Profiler o Prospect pipeline, account/prospect strategy

o Pre-call plan and questioning strategies o Post Call reviews to evaluate sales call o Messer North America Pro proficiency

· Conducts monthly prospect review with account managers by utilizing CRM, the opportunity roadmap to review development of prospects through Messer North America Pro process through to execute; and identify stalled prospects and place on long term follow up (Business Development)

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

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

· Ensure decision maker/signature level penetration recorded for each Messer North America customer organization · Expects that the account manager is current on market share, product supply position, and new developments with competitors and industry trends (Explore)

· Is able to anticipate competitions probable sales strategy through own business acumen, including understanding of Messer North America and competitors plants and logistics

· Leverages or calls upon Markets Head or Head of Market where needed with key prospects or customers · Manages contracts expiration date of agreements within area to no more than 20% of territory expiring within 12 months (At Risks Profiler/Protect)

· Develops and leverage high level, strategic relationships with key Messer North America customer (Account Management) · Ensures pricing is based on Messer North America value creation and unique selling proposition (Evaluate) · Expects Account Manager ownership of each account within territories (Account Management) and monitors customers satisfaction

· Resolves escalated customer complaints to drive customers satisfaction and proactively ensure root causes have been addresses (Provide)

· Train, coach, develop and manage sales team; address performance issues proactively and promptly · Foster open communication and creates atmosphere in which timely, quality information flows within team · In coordination with SHEQ, drive the safety agenda to ensure Messer North America operates in a manner that is safe for employees, customers and public at large

· Oversight to drive and ensure customer resolution of non conforming customer sites · Ensure that the sales team operates ethically

· Active member of the Market Leadership team to promote cross functional partnership, market performances and teamwork to make certain Messer North America is easy to do business with

· Expects accurate, timely, and complete customer and prospects information in CRM so account history is easily retrievable and accessible (Account Management)

· Leverage support resources to manage sales administration time for Accounts Manager

· Identifies and implement solutions to reduce Account Manager “time sink” that detract from core sales activities

Qualifications

  • Required bachelor’s degree in sales, marketing, finance and/or technical discipline. MBA desirable
  • Greater than 8 years industry experience in field sales and/or sales management required in gas industry, chemical/other manufacturing
  • MesserPro certification preferred

EEO Policy (Text Only)

Equal Employment Opportunity Policy - Messer North America provides Equal Employment Opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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