Regional Bulk Business Manager
Regional Bulk Business Manager
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Job Description
How will you CONTRIBUTE and GROW
The Region Bulk Business Manager is responsible for managing and coordinating the regions sales efforts with regards to all aspects of existing and new Bulk and microbulk customers. This includes making financial analysis recommendations after reviewing evaluating and auditing customer pricing to ensure capital expenditures deliver anticipated returns. This individual will be responsible for audit functions with regards to new accounts ensuring accuracy of customer master data credit line assignment collections and dispute resolutions as they pertain to contracts and business processes. This individual will provide consultation with the Division Customer Contracts Manager Bulk Sales Manager and the Business Service Center (BSC) ensuring accuracy of customer master data and dispute resolution.Bulk Business & Contracts
Assist in preparing contracts and amendments to Bulk customers ensuring compliance with company policies and procedures. Provide expert advice and consultative support to region management and Bulk Specialists.
Review customers redlines to agreement terms and conditions and revise contract language as needed.
Act as a liaison for legal matters for the region as necessary. Review and provide comments to management on modified and negotiated contract language coordinating discussions between VP of Bulk and corporate legal as required.
Assist Bulk Sales Team and ensure new Bulk deal packages are complete to include: proposal site survey capital equipment requirements CAR engineering and approval and Product Supply Agreement.
Handle and coordinate responses for bids including but not limited to government and municipality bids.
Review accounts and opportunities in Salesforce CRM. Generate sales leads for sales management as directed by researching industrial activities for different market segments within each Bulk territory. Using Salesforce track progress and conversion ratio into opportunities. Work with other business units including ALTEC and Marketing on the creation of sales and addedvalue campaigns. Generate reports from Salesforce as needed.
Manage coordination with other departments on all new installation and removals with engineering/cryo techs distribution and field service organizations ensuring costs align with capital commitments.
Track Bulk agreement enddates. Develop process strategies and monitor field sales on renewal opportunities.
Verify that financials match agreements and Capex. Create a Monthly Management Report that provides insights on sales GM volumes signings by sales rep and all other Bulk/MB sales related metrics such as opportunities wins losses and win rates. Update the Finance team with events that may cause deviation from budgeted bulk forecast.
Manage and monitor installations from signing to commercialization. Identify potential issues and work with Engineering and Service teams in order to expedite the commercialization of new business.
Work and coordinate with other business units on all Force Majeure events ensuring cost recovery.
Coordinate customer master data information set up and maintenance with the BSC Data Integrity team.
Administer resolution of general customer inquiries including customer discrepancy notifications. Support the BSC Collection team in resolution of customer billing disputes.
Manage major assignments such as identifying and implementing opportunities to improve efficiency and effectiveness of region bulk business and processes.
Monitor and make financial recommendations as they relate to field sales on renewal opportunities and issues with volume which might precipitate upgrade and/or price increase opportunities.
Review the Bulk Customer Experience Score reports and work with other business units to remedy issues in order to improve the score.
Ensure timely customer billing for installation repair and maintenance as required.
Confirm nonstandard onetime and/or recurring charges are incorporated into customer billing.
Ensure purchase order requests for customer installations customer repairs and plant maintenance are completed properly and timely.
Support the BSC Special Handling team in processing all customer special handling requirements.
Prepare and coordinate billing adjustments with the BSC. Additionally ensures fees are stopped as expected to avoid erroneous customer billing.
Price Attainment & Profitability
Manage the bulk price attainment process for the region by working and coordinating with the Division Contract Management team.
Conduct regular profitability by account reviews utilizing Power BI and ZICF reports to identify low margin accounts.
Formulate and propose plans to improve profitability taking into consideration contractual terms and conditions.
Conduct regular customer volume reviews to make sure customers are meeting their contracted volumes.
Analyze return on investments of new installations utilizing the CAPEX model to ensure that the region is getting anticipated returns on its investments.
Review distribution costs and coordinate with sales and product management and resolve errors in order to reduce cost and increase efficiencies.
Manage temporary jobs and related billing. Ensure nonstandard onetime and/or recurring charges are incorporated into the customer billing.
Financial Reports & Analysis
Assist VP of Bulk with the annual budgeting and forecasting process. Produce financial reports and recommendations for regional management on a monthly quarterly and annual basis. Analyze financial results as requested by management.
Work with the VP of Finance to ensure CARs are complete and include sufficient details to satisfy information needs throughout the workflow.
Update region Bulk business tracking sheet for new signings renewals and lost business.
Create and manage territory alignment for Bulk Specialists in the west region.
Review and make recommendations on submissions of sales incentive program payouts.
Perform various audit activities to ensure contract compliance and maximization of ROI including but not limited to:
Pricing and contract terms review
Volume analysis
Capital Usage versus tank size optimization
Capital spend analysis
YOY analysis
CAR & Capex reviews
Investigate P&L anomalies
Service billing Review
FM billing versus costs incurred
Other Responsibilities
Provide the following training for new hires:
Contract Spreadsheet
Price attainment process
Accessing contract data and customer correspondence
Campaign promotion with ALTEC & Marketing teams
A/R Aging review and escalation
Are you a MATCH
To perform this position successfully an associate must be able to perform each job duty satisfactorily. The requirements listed below are representative of the knowledge skills and/or abilities required. Reasonable accommodations may be made to enable associates with disabilities to perform the essential duties.
Bachelors degree in Business Management Finance or Engineering related discipline.
5 years related experience in bulk and package gas or related energy industry desired.
Knowledge and understanding of commercial operating and contracting principles and practices
Experience working with multiple sales operations and finance functions within a larger matrixed organization.
Strong analytical skills
Experience working across functional business units to develop effective business solutions that align with company and business unit / department objectives
Excellent written and verbal communication skills
Proficiency in personal computer applications such as SAP PROS Salesfroce SAP BW Google Suite Power Bi EXCEL PowerPoint MS Word.
Understanding of financial reporting practices and ability to make decisions based on business research.
Ability to manage multiple tasks and competing priorities.
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.
Required Experience:
Manager
Employment Type
Full-Time
