National Accounts Executive #75289

Company: Air Liquide Canada

Job Description

Responsibilities

The object of this position is achieving ALC’s sales vision, promoting safety, quality, awareness and compliance with policies and maximizing the impact of actions on sales, prices, market share and potential new customers. Responsible for gathering information to develop a market strategy and for managing and planning territory to maximize profitability. Writes proposals and negotiates contracts, maintains and increases services to our customers, secures and strengthens relationships:

  • Prospects the territory and analyzes markets: Has a market development strategy and a vision of the competition’s strategy. Locates and calls on prospective National Account customers, initiates and maintains business relationships. Sells new products to National Account customers who are buying from competitors and develops local markets within those customers for new applications.
  • Manages and plans territory: Develops a business plan and sales strategy for his/her sector. Organizes activities to generate growth and satisfying results (territory, deadlines, sales and profitability forecasts). Uses CRM to plan, schedule and report on day-to-day activities with customers and leads. Maintains accurate profiles of customers and leads in CRM. Promotes sound management by establishing selling prices within company guidelines. Manages his accounts as well as competitive prospects. Finds and develops new applications related to ALC’s products and services, with the help of application engineers.
  • Develops proposals: Writes clear, succinct, and professional-looking proposals that appropriately respond to customer’s needs. Presents proposals, persuades and influences client in Air Liquide’s direction. Follows up on commercial proposals and negotiates final contracts, meeting both customer and Air Liquide needs
  • Sells and negotiates: Identifies the customers’ information and decision-making structure, culture and goals. Understands the customer’s industry processes, products or services. Through “Need Satisfaction Selling”, probes and listens actively to build a clear, accurate and complete picture of what customers require.   Obtains customer’s commitment, and closes sale in incremental steps that deepens the sales process and the client relationship. Finds creative solutions, takes risks and makes difficult decisions. Shares information and works with the Accounts Receivable Agent regarding customer credit status and the financial situation of the account.
  • Ensures customer loyalty: Develops a strategy to secure customer’s loyalty. Is recognized as a reliable solution provider. Appropriately directs the customer’s choice. Comforts and reassures the customer. As the primary contact between the customer and ALC, identifies problematic situations and solves problems. Improves the quality of business relationships and has a long-term vision when doing business with the customer. Anticipates future customer or market needs.
  • Participates to team work: Knows everybody’s role within the team. Demonstrates sensitivity to the needs and concerns of others Sales Team members. Provides information, training and supervision by executing linked sales with them. Builds and maintains relationships inside own organization. Communicates effectively with other departments.
  • Acquires and upgrades his knowledge and competencies:  Presents a professional image to the customer and internally by the constant development of his knowledge of products and applications and by the quality of his analysis of the industry, the client, his needs and his processes.
Requirements
  • 5 years experience in industrial sales
  • Team Player:  Shares knowledge and experience, cooperates and makes self available, listens, gathers information, takes into consideration the needs, ideas, opinions of others.
  • Customer-oriented and service-driven: Precisely answers customer requests, is attentive to customers, respects commitments towards customers, and initiates new ideas in order to meet customer expectations.
  • Selling skills: Speaks with confidence and guides discussion towards desired conclusions, uses persuasion and persistence to overcome objectives, understands customer needs, makes recommendations and decisions based on a complete analysis of facts.
  • Leadership: Positively influences others, easily obtains cooperation from others, is concerned with people as much as with results.
  • Initiative: Initiates actions, ideas or solutions spontaneously on his own, undertakes action without waiting directives, uses all of his/her resources before asking for help, establishes his/her performance objectives and deadlines.

Thank you for your interest. Please note that only applicants selected for an interview will be contacted.

 

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