Position Summary:
As one of our Account Managers, you will be a key contributor to increasing territory profitability and revenue through an in depth understanding of your territory consisting of bulk gases and equipment. As an Account Manager, you will leverage Messer North America's resources and processes to differentiate Messer by adding value through our unique Product Service Offerings. Your primary responsibility will be to generate continuous profitable growth within the territory.
Key Activities:
Increase territory profitability and revenue through an in depth understanding of the territory.
• Maintain an overall territory business strategy to proactively plan and measure success
• Manage an existing portfolio of clients and related agreements
• Develop new customer relationships and negotiate new agreements
• Manage price and cost recovery across the business
Prospecting from multiple sources to develop new business
• Prospect and generate leads through multiple approaches, including but not limited to cold calls, trade shows, social media, leveraging internal/external sources to develop new customers and additional use opportunities with existing customers
• Allocate time to network, qualify and follow up on leads
• Engage Messer's Industry experts to identify and create value added solutions
Consistent use of Messer Pro Sales Tools
• Qualify prospects to establish/evaluate stages (Sales Funnel) to determine viability and proper time/resource allocation. Maintain up to date opportunity roadmaps and account action plans
• Document relevant sales and customer activity including call reports, actions, and customer data in Messer's CRM, SalesForce.com
Deep Customer & Competitor Insight
• Understand customer values/priorities, business issues, and economic factors
• Accurately identifies prospect/customer account influencers and decision makers across sales process and records decision maker
Required Skills:
• Must be able to travel 30-50%
• A high level of critical and innovative thinking, questioning skills are required to uncover issues and create value for customers
• A sense of urgency and responsiveness to take immediate action to resolve customer issues is required
• Must have a demonstrated sales track record applying deep customer insight, knowledge of competitive landscape, growing revenue, prospecting, negotiation, and closing abilities
• Strong business and financial acumen, proficient presentation skills and sound planning/organizing skills are essential
• Must be a self-starter that is achievement driven and able to perform both individually and within a team environment
• PC skills required including SalesForce or CRM equivalent, Microsoft Office with Excel and PowerPoint
• Internal Candidates: Messer Pro Certification desired
Basic Qualifications:
• Bachelor's degree
• Minimum of 3 years of business-to-business (B2B) sales experience
• A technical background is required, demonstrated through either a relevant degree or sales experience in a technical, industrial, manufacturing, or scientific environment (e.g., gases, specialty chemicals, equipment, or related industries)
The salary range for this position is $101,000 - $136,000.
