Manager, Business Development

at Linde in Naperville, Illinois, United States

Job Description

Description

Job Summary:
Responsible for creating new business opportunities, leading, developing and delivering the growth targets in the Region as defined by the Director.
Regional Sales focused on new business to accelerate profitable sales growth, and improve new business hit rate, in collaboration with the existing sales and marketing organization. This position is primarily a regional new business Hunter role. To meet or exceed sales plans, driving profitable sales growth of products.
Bulk application equipment and related services, maximizing Messer Pro (Business Development) as the sales process foundation.
Contribute understand and execute regional sales strategy including respective 10-3-1 and Industry strategies, deliver new business and profitability targets driving Team Selling while leveraging Messer Pro and Sales Force.com (CRM) for specified geographic area. Selectively drive renewal strategies for existing customers as defined by the Director of Regional Sales. Ensure personal safety and provide visible leadership for the Messer team, and our customers.

Why Messer?
Messer is the world's largest privately held industrial gases company and what we do matters because it is woven into every part of life, from the medical gases that patients rely on to the essential elements needed to safely and sustainably produce the goods our communities depend on.
The true strength of Messer is our people-at every level and in every role.
Join us and take pride in the impact you will make by providing solutions essential to our world and lives. Reach your highest potential at our stable, inclusive company with diverse opportunities in a growing industry, supported by people who care.
Messer stands apart because we put what matters first, and you matter.
Principal Responsibilities:
Responsible for winning defined New Business targets for Bulk Direct business in the Region. (Business Development) And selectively drives Renewal Targets to successful conclusion.
Collaborates with existing Sales and Marketing teams to drive Messer's differentiation and win new agreements with customers as defined by the Director Regional Sales
Selectively lead and deliver Renewal opportunities (Account Management) as defined by the DRS (Director Regional Sales).
Utilize financial and business acumen to make good commercial decisions; masters ROC Tool and other profit tools.
Understands plant costs of loading and impact of volume on
Understands relevant Value Propositions and utilize effectively to extract fair share of value for Messer.
Future development and growth of the business in the Region (10-3-1)
Drives opportunities and solutions regarding: Market segment strategy, economic trends and market conditions, account strategies, investment and new business opportunities within the 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 the Region (Business Development)
Develops and executes account plans for individual customers and prospects, and SMART goals in place to deliver new business wins and selective renewals of existing customers as defined by the DRS
Masters negotiation skills, demonstrates thorough understanding of complex, non-standard terms and conditions through legal and delegation of authority process; masters Messer agreements
Inspires collaboration and team selling leveraging Industry Teams, Key Customer Managers, On-site Business Development and Inside Sales as well as other Messer assets to optimize business results.
Deep Customer & Competitor Insight
Keeps abreast and up to date on customer and industry news, updates, and impending events that relate to defined targets (Explore)
Ensures decision maker/signature level influence and penetration recorded for each Messer opportunity
Can anticipate competition's probable sales strategy through own business acumen, including understanding of Messer's and competitors' plant and logistics.
Leverages or calls upon Director Regional Sales, Vice President - US Bulk Sales, or other Messer Exec where needed with key prospects or customers (Messer Pro)
Develops deep relationships with key stakeholders across the customer organization and facilitates strategies to enable other Messer team members to do the same.
Manages and mitigates identified account risks associated with defined renewal targets in the Region (At Risk... For full info follow application link.

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.