Senior Executive - PGP Sales

Purpose of the position

Increase territory and revenue through in depth understanding of territory, consisting of packaged gases, equipment, and products. Manage territory through deep understanding of customer value and territory structure, including competitive landscape, industry value creation opportunities, and individual passion to win. The individual will leverage resources and processes to disqualify the competitive alternatives.

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 KPIs 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