Senior Executive PGP Sales

Linde · Bengaluru, India

Principal responsibilities

• Directly accountable for delivering sales targets in the assigned territory
• Manage all existing customer accounts in the territory
• Coordinate with plant/distribution/support teams to ensure timely supplies to customers
• Ensure timely collection of payments from all customers in the territory
• Address customer complaints and ensure timely redressal
• Visit Customers to maintain existing accounts and generate new wins
• Generate new leads and work to convert the leads to business wins
• Collect and report market intelligence information related to
• Competitor actions in marketplace
• New market trends
• Meet the annual KPI targets set for
• Revenue
• Product Price
• DSO
• New Wins
• Customer Visits
• Cylinder Management
• Safety

Required critical behaviours

• Business acumen (Financial steering and controlling) Understands and implements financial principles and procedures to make effective decisions. Understands how their KPI’s are aligned to business strategy. (30%)
• Strategic thinking (Strategy execution) Contributes to the achievement of The Linde Group Strategy by translating it into his/ her environment, by devising meaningful objectives, strategies and plans, and by winning the commitment of employees to act and execute the strategy. (20%)
• Customer focus (Customer needs) Turns understanding of customer needs into solutions that add value to the customer. (20%)
• Visible leadership (Exemplary Leadership) Drives for high performance and takes personal accountability for results. (15%)

• Cross-cultural communication and collaboration (Cultural sensitivity) Communicates openly and convincingly. (15%)

Required key skills (functional/technical)

• High level of questioning/probing skills to uncover issues and create value for customers
• A sense of urgency and responsiveness to make immediate action to resolve customer issues required
• Skilled in time and territory management
• Financial skills with strong analytical approach, and sound planning and organizing skills essential;
• Strong communications skills (effective presentations at all levels, negotiation, conflict resolution)
• Language Skills – Fluent in both written and spoken English, local dialect is preferred in case of specific territory.

Required qualifications/experience

• Bachelor’s degree required in sales, marketing, finance, or technical discipline.
• 4-6 years of industrial/Sales/Commercial experience in gas industry, chemical/other manufacturing industry desired.
• Demonstrated sales track record of deep customer insight, knowledge of competitive landscape, growing revenue prospecting, negotiation and closing abilities desired

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