Area Sales Manager

Messer Americas - Norristown, PA3.7

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Overview
Area Sales Manager

We are a technology and applications leader with the industry knowledge and applications expertise to meet customer needs across industrial, food, medical, chemical and electronics industries. We offer over 120 years of proven experience in the safe and reliable production and delivery of industrial, medical and specialty gases. We’re the talented people you know and trust, now with a new name.

Formed in 2019 after our business was acquired from Linde AG by Messer Group and CVC Capital Partners, we draw on a rich heritage of industrial gases expertise to meet customer needs. We know the industries we serve inside and out – and we know our customers depend on us for more than just safe and reliable supply.

Today our deep understanding of industry trends and customer requirements allows us to collaborate intensely with customers to identify and develop long-term solutions that deliver competitive advantage. Our in-depth knowledge of customers’ manufacturing processes enables turn-key engineering with minimal plant downtime, and our technology development capabilities are unrivaled

Responsibilities
Takes ownership for profit and loss for industrial business in the geographic region

Analyzes and drives business performance to achieve or exceed expected new business and customer profitability results, ensuring that business is optimised to provide the best possible return
Drives cross functional business planning process to ensure resources are allocated optimally to achieve Messer’s objectives
Manages and mitigates identified account risks associated with the customer base across geographic region (At Risk Profiler)
Shows visible leadership and mitigate the affects at local operations in order to minimize impact on customers, personnel, business performance and the community (Provide/Protect)
Maximizes present and long term sales and profit in the region, utilizing financial and business acumen to make good commercial decisions; masters ROCT and other profit tools (Account Management)
Understands plant costs of loading and impact of volume on cost
Prioritizes internal requests of account manager’s time and activities to minimize account manager involvement
Responsible for P&L for Bulk Industrial and Healthcare business

Future development and growth of the business in the geographic region

Communicates and acts upon opportunities and solutions regarding: Market segment strategy, economic trends and market conditions, account strategies, investment and Industry opportunities within region
Provides customer/market feedback to incorporate into Industry Segment strategy (Business Development)
Inputs to and executes strategic plans for markets segments, products, and specific account strategies for customers and prospects within sales territories and region geography (Business Development)
Ensures each Account Manager has a territory business strategy, account plans for individual customers and prospects, and SMART goals in place to deliver increase in territory revenue and profitability
Handles complex, non-standard terms and conditions through legal and delegation of authority process; masters legal understanding in contracts

Coach to Messer Pro Sales Process and time/territory management

Takes accountability for consistent use of MesserPro and ensures team member certification
Spends a minimum of 10 days per year with each account manager making joint sales calls focused on observation and constructive feedback (defined on account manager experience and effectiveness basis) (Coaching)
Regularly coaches account managers through review of the following tools:
Account Action Plans, Opportunity Roadmaps, At Risk Profiler, Prospect pipeline, account/prospect strategy, Pre-call plan and questioning strategies, Post call reviews to evaluate sales calls, Messer Pro proficiency
Conducts monthly prospect review with account managers by utilizing SalesForce, the opportunity roadmap to review development of prospects through Messer Pro process through to execute; and identify stalled prospects and place on long term follow up (Business Development)
Conducts quarterly reviews of At Risk Profiler for all renewals within 18 months of termination date or due to customer circumstance changes (Account Management)

Deep Customer & Competitor Insight

Monitors customer and industry news, updates, and impending events that create market opportunities within geographic region (Explore)
Ensures decision maker/signature level penetration recorded for each Messer customer organization
Expects Account Managers to be current on market share, product supply position, and new developments with competitors and industry trends (Explore)
Is able to anticipate competition’s probable sales strategy through own business acumen, including understanding of Messer’s and competitors’ plant and logistics.
Leverages or calls upon Market Head or Head of Market where needed with key prospects or customers (MesserPro)

Customer Acquisition, Satisfaction & Retention

Manages contract expiration dates of agreements within region to no more than 20% of territory expiring within 12 months (At Risk Profiler/Protect)
Develops and leverages high level, strategic relationships with key Messer Group customers (Account Management)
Ensures pricing is based on Messer’s value creation and unique selling proposition (Evaluate)
Expects account manager ownership of each account within territories (Account Management) and monitors customer satisfaction
Resolves escalated customer complaints to drive customer satisfaction and proactively ensure root causes have been addressed (Provide)

People management and champion of safety in the geographic region

Inspires a desire to win and excel
Train, coach, develop and manage sales team; address performance issues proactively and promptly
Fosters open communication and creates atmosphere in which timely, quality information flows within team
In coordination with SHEQ, drives the safety agenda to ensure Messer operates in a manner that is safe for employees, customers and the public at large
Oversight to drive and ensure customer resolution of non-conforming customer sites
Ensures that the sales team operates ethically
Active member of the Market Leadership Team to promote cross functional partnerships, market performance, and teamwork to make certain Messer is easy to do business with

Customer Data Maintenance

Expects accurate, timely, and complete customer and prospect information in SalesForce so account history is easily retrievable and accessible (Account Management)
Does not permit email administration to interfere with coaching priorities
Leverages support resources to manage sales administration time for Account Managers
Identifies and implement solutions to reduce Account Manager ‘time sinks’ that detract from core sales activities
Qualifications
Basic

Bachelor Degree - Sales, Marketing, Finance or a Technical discipline
Minimum 5 Years industry experience in field sales and/or sales management required in gas industry, chemical/other manufacturing

Preferred

Messerpro certification preferred
MBA desirable
Critical and innovative thinking, strong financial and business acumen required;
Must be well organized and able to handle multiple priorities, with time management proficiency
Advanced presentation and communication skills essential
Proficient coaching, mentoring, or team management experience preferred
Demonstrated track record of developing and executing customer/territory sales plans, deep customer insight, knowledge of competitive landscape, profitable growth, strong prospecting, negotiation & closing abilities desired
PC skills including proficiency with Messer's profitability and business tools preferred

Functional Skills

General management (P&L, DOA, etc.)
Selling skills and negotiations
Problem solving, Written and oral communication
Product/Process knowledge
Continuous learning
Time and territory management (e.g. ABC Theory)
Customer Relationship Management
Planning and organizing (completing paperwork, accounts receivable, profit and loss, etc.),
Financial & Forecasting
People management (performance review and enhancement, motivation, etc
Join us and you will be part of a company that values and supports your career. We offer competitive pay and benefits, with set schedules, steady work and opportunities for ongoing training and career progression.

Together we value innovation, efficiency and flexibility. Putting safety first, working with integrity and respect, we encourage everyone to find solutions for success. That means for our customers and for our colleagues. This makes us a great place to build a career where your skills are valued and developed.

Apply today @ https://uscareers-messer.icims.com

Messer North America is an Equal Opportunity Employer (EOE). Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran or disabled status or any legally recognized status entitled to protection under applicable federal, state, or local laws