EP Sales Rep - RESP COMERCIAL EP MF
EP Sales Rep - RESP COMERCIAL EP MF
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Job Description
Air Liquide in Spain was founded in 1909 and today is made up of a dynamic team working in industry and healthcare throughout the country.
We offer gas equipment and services for a variety of industries: from oil and gas automotive metal fabrication to chemical pharmaceutical agricultural food and beverage and healthcare. Our local projects confirm the Groups commitment to developing innovative solutions that promote the energy transition including hydrogen energy.
As a market leader we aim to create value by offering cuttingedge solutions. We are committed to ensuring that our customers receive the best and most costeffective performance from our products and services and that our patients receive the best quality of care. In todays competitive and everchanging markets it is the added value we offer our customers that makes the vital difference.
How will you CONTRIBUTE and GROW
1. Organize and pilot the commercial plan of actions on his scope of responsibility
Develops an annual action plan linked to national marketing and pricing action plans taking into account the particularities of his/her area its market.
Identifies targeted customers and prospects in its market to implement its annual action plan.
Identifies competitive threats and follows up in Salesforce.
Deploys dedicated marketing campaigns in conjunction with the clusters shared teams.
offers and contracts to ensure the correct application of the commercial and credit policy.
Ensures the signature and contractual coverage of new customers/offers.
Develops and maintains a high level of knowledge of the industrial sector and its technical applications.
2. Manage the portfolio of existing customers
In agreement with his/her sales team leader manages a portfolio of customers/products within its scope using Salesforce the Scoring tool recommendations and Sales BI.
Ensures the profitability of its portfolio. Deploys the pricing plan. Proposes valueadded offers adapted to improve the margin.
Identifies appropriate contacts at the client (decision makers influencers etc. and ensures the accuracy of the data in Salesforce.
Plans visits according to objectives. Writes and uses the visit report using Salesforce.
Respects the 7 key rules of a visit. Choose the appropriate channel of interaction (Face to Face/ Visio/ Call/ Mail) in line with smart sales principles.
3. Develop AL market share in the sales district (from customer base greenfield or competition)
In coordination with Marketing and Business development ensures the prospecting of new customers and the development of existing customers through strong networking and active listening.
Manage incoming opportunity of newly qualified leads with respect to the agreed response time.
Realizes visits to prospects (presential or phone) in coordination with marketing teams .
Records in Salesforce any information on competitive contracts following a visit or a lost deal.
Detects all sales opportunities enters them into Salesforce and signs new contracts and new offers..
Optimizes the time spent on the clients site and carries out active networking actions there to identify new business opportunities.
4. Sell offers and negotiates contracts
Sells AL offers to customer decisionmakers.
Negotiates contractual conditions and obtains customer commitment through the signing of contracts respecting the commercial policy.
Coordinates with the Contract Manager the reviews of offers and contracts and their traceability in our tools.
When applicable coordinates with key account managers.
5. Build customer loyalty and maintains good knowledge of his/her district
Ensures all commercial actions aimed at customer satisfaction within his/her scope.
Develops a relationship of mutual trust with key client contacts.
Identifies and addresses possible dissatisfaction with the support of the Customer Relations Department teams. At the request of these teams intervenes in the event of customer complaints of a commercial nature.
Intervenes in crisis management monitoring if the situation requires it.
Chooses the most effective method to communicate with customers.
Analyzes competitive threats by studying lost contracts and consults Sales Managers to define appropriate actions.
Plans onsite or telephone visits regularly according to the identified targets and reports the results to the Sales Manager.
Evaluates by contacting regional players the development potential of new industrial sites as well as economic and industrial trends in the geographic sector.
Are you a MATCH
Bachelor Master degree
Knowledge and specific knowhow
Sensitive to safety quality and environment.
Interest in industrial processes and technologies.
Interest in excellence in Customer Satisfaction.
Knowledge of applicable environmental regulations
Ability to build relationships with decisionmakers
Mastery of sales and negotiation techniques.
Knowledge of gases materials gas applications and services.
Knowledge of the competition.
Knowledge of customer professions in its market.
Proficiency in office IT tools.
Driving license
Soft skills
Curiosity and listening/communication skills.
Ability to negotiate and convince all types of contacts (face to face or by telephone)
Strong sense of customer service
Analytical and organizational skills
Autonomy
Ability to work in a network and in a team
Enthusiasm spirit of conquest proactivity and strength of proposal
Rigor
Internal communication aimed at employees already hired by the Company in compliance with the AL AIR LIQUIDE ESPAA S.A. and AIR LIQUIDE IBERICA DE GASES S.L.U. Collective Agreement (Art. 12
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.
Employment Type
Full-Time
