IM BOS Commercial and BD Manager - Alrode at Air Liquide

The Role

IM BOS Commercial and BD Manager is accountable for managing the Sales and Business Development (BD) team. The incumbent will be required to achieve objectives nationally whilst preparing market share in delivering and achieving set goals. He/She will be defining processes and procedures to ensure compliance with Air Liquide Standards.

• Sales & BD Management will drive Bulk Onsite profitable growth while increasing Air Liquide market share within Southern Africa and define the sales process to ensure compliance ( ie offer/contract review, price increase campaign, approval for deviation to the standard T&Cs, Delegation of Authority, etc..).
• Manage and motivate the Sales and BD team to achieve the objectives set while developing talents for South Africa and for the Air Liquide Group and ensuring a positive employee experience, leverage on Air Liquide programmes to develop key technical expertise (ALTEC, TCL) inline with future market needs.
• Assess, monitor and improve sales force effectiveness through tools deployment, coaching, training
• Reporting - Prepare and present a monthly sales flash to both local and cluster management, prepare accurate sales forecasts and market share assessment and drive the team to deliver or exceed the agreed objectives. Ensure consistency and monitoring of sales objectives and performance assessment across sales consultants and BD (nb of visits per day, competition knowledge, contract signature, etc..)
• Define and formalise with the Product Manager, the Market and Product strategy as well as the commercial strategy and pricing policy whilst ensuring deployment accordingly.
• Ensure that the Commercial Strategy and standard contractual terms & conditions are consistent with the financials and efficiency objectives. Build personal commercial relationships with the key Bulk On-site accounts (size, strategic importance, financial value).
• Build personal network within the Air Liquide Group to access Market and Development expertise (ALTEC, On-site, IM WBL/Cluster/Hub teams). Perform any other reasonable task that may be required or requested in order to achieve the objectives and purpose of the position

Desired Skills and Experience
Educational requirements

• Education: Bachelor degree in Engineering/ Business Administration /Master Business Administration.

Experience

• Min 5-7 years minimum experience in Industrial Merchant business

Knowledge and Know-how specific to the job

• Knowledge of Air Liquide solutions (products,equipment, services)
• Ability to relate and understand Technical issues
• Knowledge of Competitors offers/solutions
• Knowledge of Industrial processes and gas applications of market
• Leadership/Management/HR skills

Other Competencies

• Promoting and Achieving Safety - responsibility to ensure that Safety and Security are seen as imperatives for the Group.
• Performance and Responsibility - action to manage all changes or to mitigate the uncertainties occurring as a result of change to achieve the Group's objectives.
• Initiating Action - Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive and working independently.
• Analytical Thinking - In this position, the incumbent should be able to work under pressure whilst being assertive.
• Decision Making - analyze and summarize information including value-added suggestions from others to develop optimal solutions.
• Customer Orientation - recognize and analyze the customers' needs, expectations and priorities and propose valuable, reliable, and competitive solutions
• Communicate with impact - Structure communication according to situation, audience and objective and deliver a clear and transparent message. Actively listen to others and welcome feedback in order to promote information sharing and active collaboration.
• Developing others - available to provide support and constructive feedback for performance improvements and competency development. Develop people skills and abilities to achieve highest performance, empower, delegate and encourage a learning culture
• Managing team and team work - an active, positive and supportive contributor to the team and within the own network. Behave consistently, lead by example and inspire trust.
• Managing personal efficiency - manage competing priorities in a challenging environment, minimizing non-value-added complexity or paradox.