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
- 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.
Job details are sourced from the employer's original posting.
Open job postingAbout the company
Air Liquide Electronics offers innovative electronic materials for improved mobility, connectivity, computing power, and energy consumption. They provide ultra pure carrier gases, specialty gases, advanced precursor molecules, and equipment for safe distribution, purification, and on-line purity control. They also offer full management of these gases, advanced molecules, and equipment and in helping to continuously improve production processes.