Regional Sales & Business Development Manager - Industrial Merchant

Regional Sales & Business Development Manager - Industrial Merchant

Air Liquide

Sofia, Bulgaria

How will you CONTRIBUTE and GROW?

You will lead the Sales and Business Development team in order to ensure sales objectives are achieved through coaching, training and developing the team with the focus on sales effectiveness.

In cooperation with the Product manager your will be responsible for setting up the sales strategy (team development, commercial excellence, geography), achieving profitable sales growth (measuring and managing performance) and ensuring its implementation. You will enable the proper management of the customer’s portfolio, support the development of new business and implement products through the regions.

Contribute to elaboration and realise sales strategy insuring AL sales goals achievement

• In cooperation with Industrial Merchant Product Manager create the business plan and sales strategy for the region and ensure its realisation;
• Plan and organise Sales team's activities to achieve the sales goals in cooperation with the Customer Service team and the Industrial Merchant Product Manager;
• Identify competitor's threats by gathering information and preparing reports, elaborate Air Liquide's sales tactics toward competition;
• Analyze data from sales representatives, customer sales reports, customer databases and determine specific actions (prices, promotions...) in coopration with Industrial Merchant Product Manager and Customer Service team;
• Monitor and collect information and evaluate economic and industrial trends in the country;
• Provide input for sales forecasts, contribute to Sales & Operations process

Manage Sales and BD team

• Ensure sufficient resources with the appropriate skills and know-how in a team to achieve objectives;
• Maintain sales and Business Development department staff results by establishing priorities and managing the performance of team members;
• Set for sales and Business Development team sales objectives according to targets and monitor corresponding achievements;
• Perform annual and bi-annual performance appraisal;
• Initiate organisation of trainings based on the identified needs;
• Elaborate individual career development plans.

Develop sales and business development processes, insures its execution

• Manage portfolio of sales opportunities, organise regular opportunities review;
• Establish internal sales process (in cooperation with Operational team, Product manager and Customer service team) from negotiation until contract signature, ensure its acceptance and following by the team;
• Implement and monitor pricing policies;
• Insure that all contracts are actualised.

Negotiate, sell and sign contracts

• Approve Air Liquide offers, insures that they are in line with Air Liquides' guidelines (structure, profitability);
• Undertake joint customer visits with Sales Representatives and/or BD when required;
• Approve contracts before signature.

Build and maintain customer loyalty

• Lead and build the commercial relationship with key accounts based on strategic importance or financial value;
• Determine strategies for selected customers, select the most effective way to communicate with them and implements the predetermined strategy.
• Define key customer expectations, accepted as such by Air Liquide and monitors their satisfaction.
• Create and follows a communication plan and action plan for key customers.
• Analyze reasons for lost customers/contracts, elaborate corrective action plan.

Are you a MATCH?

• Education: University degree in Economics/Technical
• Work Experience: More than 3 years in a relevant field of work
• Foreign Language: Fluent English

Knowledge and Knowhow Specific to the Job

• Experience with sales and/or Business Development team management.
• Experience and skills in working with (preferably industrial) clients, including large ones, requiring a complex and multi-layered approach.
• Knowledge of the structure, size and specifics of the Bulgarian market, established contacts among industrial customers.
• Knowledge of key sales process elements (funnel, opportunity management, negotiation process, contract signatures), proven experience of successful application/implementation.
• Proven experience in negotiations, including key customers.
• Experience and work in an environment with strong institutional regulation and a focus on safety.
• Understanding and working with key financial indicators such as markup, margin, efficiency, profit, etc.
• Development and implementation of development strategies, periodic sales plans, development of budgets.
• Experience and working with a Customer Relationship Management (CRM) system. Anticipating and dealing with a changing environment (including strategic thinking).

Management and Behaviour Skills

• Innovative thinking and influential leadership (including entrepreneurship, risk-taking);
• A solution-focused decision-making process;
• Team management and/or teamwork;
• Communicating with impact (giving a sense of purpose and motivating others);
• Commitment to company results and responsibilities;
• Managing personal performance and competing priorities;
• Focus on the customer;
• Self-awareness;
• Ability to learn, proactivity, goal oriented, analytical skills, looking at the "big picture", stepping up and sticking to the facts.

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Bulgaria      Business and Finance      On-site      Sales and Marketing      Air Liquide