The Senior Account Manager Role is critical to the Messer Sales organization and a key role in supporting the sales management team. This experienced industrial gases commercial professional, capable of managing and growing territory to meet performance goals; accomplishing this through direct territory P&L management and mentoring and guiding new account managers. Possesses management capability of training and developing new sales personnel utilizing Salesforce Sales Process, effective use of associated tools and Coaching module skills. Provides leadership to cross functional projects as requested. Oversees assigned Key Customer Accounts for area/region.
Sales and P&L Responsibilities:
New Business Development
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
Allocates time to network, qualify and follow up on leads, responds promptly to information requests in order to grow revenue and volume of product
Works own network proactively, leveraging access with existing customer relationships to obtain referrals, and generate leads, and potential additional use with existing customers
Plans, schedules, and conducts prospecting calls efficiently; engages Industry Segment team members when appropriate to team sell on value-creation opportunities
Account Strategy Acumen, Financial Acumen and Business Acumen
Increase territory profitability and revenue through in depth understanding of territory, consisting of bulk gases, equipment and packaged gas (where applicable) products, utilizing Salesforce Sales Process
Attain gross profit growth year on year through increase of revenue and profitability.
Proficient in profitability tools and understands data sources behind it as well as rudimentary cost
Understands Messer’s plant and logistics system as well as that of competitors’ within territory; is able to anticipate competitor’s probable sales strategy
Utilizes 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
Communicates and acts upon opportunities regarding market segment strategies and economic trends and market conditions to Commercial Development and senior management, as appropriate
Proactive “Lockdown” participation
Consistent Use of Salesforce 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
Completed and up-to-date Opportunity Roadmaps and Account Action Plans (prospect within 120 days closing complete and up to date at all times) (Business Development). Demonstrates ability to monetize Value related to Messer’s Value propositions while utilizing Linde Value Calculator, and extract share of value that exceeds normal cost and market based pricing models in a gain sharing approach with the Customer.
Market Insight of potential customers, current customers & competitors:
Understands customer values/priorities, business issues, and economic factors
Accurately identifies prospect/customer account influencers and decision makers across sales process and records decision maker/signature level penetration for each Messer customer in CRM
Forges relationships and is creative with customers & prospects, e.g., hand written notes, cards, is accessible off hours when needed
Stays current on market share, product supply position, and new developments in the field with competitors and industry trends
Key Customer support and management in assigned territory
Thoughtfully plans for best use of internal, technical resource time and availability Account Management-
Attain, Satisfy and Retain Customers:
Is an expert on Messer’s standard terms and conditions to efficiently negotiate agreements with customers; shepherds contract through legal review and commercial delegations of authority (Contracts Best Commercial Practices, STACK – profitability tool)
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 Manages consistent delivery of Product Service Offering (PSO)
Drives and monitors customer satisfaction, issue resolution & follows through on commitments
Takes accountability to ensure Messer is easy to do business within the territory· Personally engages, at least annually, the key stakeholders who signed the agreement at the top 20% of customers to increase account penetration
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 the Supply organization to augment customer satisfaction.
Detects potential problems, minimizes risks and promotes safe use of products (zero accidents for Messer and the customer)
Maintains Renewal Pipeline profile for all renewals within 18 months of contract termination date.
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 CRM so account history is easily retrievable and accessible
Uses computer applications to analyze and manage business effectively
Supervision and Development of AM Employees:
Supports Head of Caribbean and Area Sales Manager to provide training to new sales personnel on Messer pro and Puerto Rico group processes
Provides mentoring and coaching to assigned New Hires, the 90-day onboarding plan, including Traccess chapter completion
Orients on Messer safety agenda and culture
Involved in cross-functional projects on either an area or region level
Sales, Marketing, Finance or technical discipline
Minimum 7 Years
Minimum 7 years experience industrial sales/commercial experience in gas industry or manufacturing
Salesforce Pro certification in SPM and Coaching certification desired
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.
PC skills required including CRM/CRM equivalent, MS Office, with Excel and PowerPoint
Experience in industry segment preferred/required
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