Messer North America, Inc.

  • Account Manager

    Job Location US-PA-NORRISTOWN
    # of Openings
    Sales/Business Development
  • Overview

    Account Manager


    We are a technology and applications leader with the industry knowledge and applications expertise to meet customer needs across industrial, food, medical, chemical and electronics industries. We offer over 120 years of proven experience in the safe and reliable production and delivery of industrial, medical and specialty gases. We’re the talented people you know and trust, now with a new name.


    Formed in 2019 after our business was acquired from Linde AG by Messer Group and CVC Capital Partners, we draw on a rich heritage of industrial gases expertise to meet customer needs. We know the industries we serve inside and out – and we know our customers depend on us for more than just safe and reliable supply.


    Today our deep understanding of industry trends and customer requirements allows us to collaborate intensely with customers to identify and develop long-term solutions that deliver competitive advantage. Our in-depth knowledge of customers’ manufacturing processes enables turn-key engineering with minimal plant downtime, and our technology development capabilities are unrivaled.



    Messer North America is currently seeking an Account Manager to join the team for the Northeast, reporting out of the Norristown, PA area. The sales territory will be the Greater Philadelphia area, Southern New Jersey, and just over the Delaware border. Candidates must live within the territory.


    Purpose of the Position:

    • Increase territory profitability and revenue through in depth understanding of territory, consisting of bulk gases, including Oxygen, Nitrogen, Argon, Hydrogen, Helium, CO2 and Argon; and application equipment,  by monetizing the value we create for the customer by utilizing theMesser North America Pro sales process.

    • Manage territory to maximize profitability through deep understanding of customer value and territory structure, including competitive landscape, industry value creation opportunities, and individual passion to win.  The individual will leverage Messer North Americaresources and processes in Team Selling to disqualify the competitive alternatives.  

    • Attain gross profit growth year on year through increase of revenue and profitability.


    Increase territory profitability and revenue through in depth understanding of territory
    • Maintains overall territory business strategy to pro-actively plan and measure success as required at least 2x /year active update and review
    • Manages contract expiration dates of agreement within territory to no more than 20% of territory is expiring within 12 months (Protect)
    • Achieves prices increase objectives within territory
    Prospecting from multiple sources to develop new business 
    • Prospects and generates leads to develop new business, including a blend of cold calls, trade show, internal/external sources and additional use at existing customers (Explore)
    • Allocates time to network, qualify and follow up on leads, responds promptly to information requests in order to grow revenue and volume of product (Explore & Prospect)
    • Works own network pro-actively, leveraging access with existing customer relationships to obtain referrals, and generate leads, and potential additional use with existing customers  (Prospect, Explore)
    • Plans, schedules, and conducts prospecting calls efficiently; engages Industry Teams (Team Selling) when appropriate  (Explore, Establish)
    Consistent use of Messer North America Pro Sales Tools
    • Qualifies prospects to Establish/Evaluate stage to determine viability and appropriate time investment; if non-productive, sets appropriate follow up and shifts priority towards productive opportunities
    • Completes and updates Opportunity Roadmaps and Account Action Plans (prospect within 120 days closing complete and up to date at all times) (Business Development)
    • Maintains At-Risk Profiler for all renewals within 24 months of contract termination date or due to customer circumstance change, including opportunity and account action plan to establish proper Messer North America pricing levels for each target renewal (Account Management)
    Deep Customer & Competitor Insight
    • Understands customer values/priorities, cost drivers, business issues, and economic factors (Evaluate)
    • Accurately identifies prospect/customer account influencers and decision makers across sales process and records decision maker/signature level penetration for each Messer North America customer in Sales (Explore/Protect)
    • Forges relationships with key stakeholders and is creative with customers & prospects, e.g., hand written notes, cards, is accessible off hours when needed
    • Has entertainment plan to maximize customer/prospect intimacy
    • Stays current on market share, product supply position, and new developments in the field with competitors and industry trends (Explore)
    Value Creation through Internal technical, product knowledge, and customer insight
    • Thoughtfully plans for best use of internal, technical resource time and availability (Explore)
    • Engages Industry teams to brainstorm and identify innovative technical solutions and efficiency improvement to customer problems, aimed at root cause (Establish/Evaluate)
    • Increases opportunity potential through customer insight and use of probative and critical questioning to uncover customer issues and cost drivers to generate solutions
    • Is current on and conveys understanding of product/service features & benefits using Messer North America Pro skills, specific to customer solutions (Business Development)
    • Maximize return pricing based on value creation and other critical factors (product, supply chain, etc. (Evaluate)
    Customer Acquisition, Satisfaction & Retention
    • Makes a minimum of 4 new contacts per week with new or existing clients with identified call objectives and questioning approach aligned with account strategy (Explore/Establish)
    • Manages consistent delivery of Product Service Offering (PSO) (Execute/Provide)
    • Drives and monitors customer satisfaction, issue resolution & follows through on commitments
    • Takes accountability to ensure Messer North America is easy to do business with in the territory (Provides/Protects)
    • Personally engages, at least annually, the key stakeholders who signed the agreement at the top 20% of customers within the Territory to increase account penetration (Account Management)
    • Conduct post audit review for wins and losses to define reasons for wins or failure, corrective actions and communicate key findings across team
    • Leverages internal relationships with cross functional Messer North America team members to augment customer satisfaction insight      
    • Detects potential problems, minimizes risks and promotes safe use of products (Choosing Zero and generating zero accidents for Messer North America and the customer) (Account Management)
    Utilize account strategies and financial & business acumen
    • Is an expert on Messer North America’s standard terms and conditions to efficiently negotiate long term agreements with customers; shepherds contract through legal review and commercial delegations of authority (Contracts Best Commercial Practices, ROC Tool – profitability tool)
    • Proficient in profitability tools and understands data sources behind it as well as rudimentary cost
    • Understands Messer North America’s plant and logistics system as well as that of competitors within territory; is able to anticipate competitor’s probable sales strategy
    • Utilizes the six Messer North America Pro key pricing concepts and develops pricing accordingly
    • Describes financial impact of options to customers and prospects, enabling them  to achieve buy-in from their organization (Evaluate/Provide)
    • Communicates and acts upon opportunities regarding market segment strategies and economic trends and market conditions to Industry teams and senior management, as appropriate
    Customer Data Maintenance
    • Manages internal resources to avoid administrative “time sinks” and streamline account set up
    • Plans and completes billing and credit activity on a regular and timely basis to avoid cumbersome, unnecessary ‘catch up’
    • Inputs accurate, timely, and complete customer and prospect information into Sales so account history is easily retrievable and accessible (Account Management)
    • Uses computer applications to analyze and manage business effectively
    • Does not permit email administration to interfere with customer facing priorities


    • Bachelor Degree - Sales, Marketing, Finance or technical discipline
    • Minimum of 3 years industrial/sales/commercial experience in gas industry, chemical/other manufacturing
    • High level of critical and innovative thinking; questioning/probing skills to uncover issues and create value for customers; a sense of urgency and responsiveness to take immediate action to resolve customer issues required
    • Demonstrated sales track record of deep customer insight, knowledge of competitive landscape, growing revenue prospecting, negotiation & closing abilities desired
    • Strong business and financial acumen; proficient presentation skills, and sound planning and organizing skills essential
    • Must be self starter, goal and achievement driven and able to perform through self and others
    • PC  skills required including CRM/CRM equivalent, MS Office with Excel and PowerPoint 



    In return:

    Join us and you will be part of a company that values and supports your career. We offer competitive pay and benefits, with set schedules, steady work and opportunities for ongoing training and career progression.


    Together we value innovation, efficiency and flexibility. Putting safety first, working with integrity and respect, we encourage everyone to find solutions for success. That means for our customers and for our colleagues. This makes us a great place to build a career where your skills are valued and developed.

    Apply today @

    Messer North America is an Equal Opportunity Employer (EOE). Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran or disabled status or any legally recognized status entitled to protection under applicable federal, state, or local laws.


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