компания "air liquide" key responsibilities: builds the account plan: splits the accounts in meaningful segments: chooses priorities, aligns resources performs the inventory of account knowledge: analyses relationship with key decision makers and understanding of their key business issues, assesses the competitive situation, planning and validation: proposes strategy, objectives, value proposal and plan, builds account plan approved by al management and shared totally or partially with the account. develops new sales and negotiates major deals: detects opportunities to enlarge the air liquide offer, qualifies sales opportunities with all the involved al participants, drives the sales team and sales process so that they fit best the customerchr(39)s decision-making process (local and corporate). builds the customerchr(39)s loyalty through relationship strategy defines plan for scheduled meetings with the key decision makers, ensures that air liquide is perceived by the customer as one company globally, organizes yearly review committees. develops a mutual trust-based relationship with key contacts at different levels of the account decision chain and covering the multiple departments and sites, issues executive summary of account plan for executive meeting purposes. increases the value of account sales and al strengths: assesses and improves the account profitability per products, contracts and sites, assesses and improves the account growth potential assesses and improves the strength of the contracts portfolio (contract duration, price escalation formulas, frame agreements, partnerships...). reviews the al offers and contracts: drives the offer review process, analyses profitability, feasibility of the prepared offer and contracts, validates or not according to sales policy, hse regulation and account plan the offers and contracts. reports and communicates the progress and results: reports contract signatures to the organization and controls their implementation via appropriate procedure, gather sales results, visits reports to maintain centralized dashboard. makes it available to the account team and the entity management. key skills & experience: engineering degree proven experience in business development, sales and project management in the industrial company and in a multicultural environment regular presence and visibility in the field (ready for frequent business travels within russia) knowledge and experience in all processes across the customer journey lifecycle enthusiasm to manage various operational tasks and projects simultaneously good negotiation skills and a persistent attitude to getting things done, good communication (both oral and written) good listening ability to grasp new customer needs ability to develop long term, trustful relationship with customers ability to understand financial impact of business decisions out-of-box thinking english fluent, any other languages appreciated relevant it skills
Адрес
Москва