National Sales Manager- Onsites

BUSINESS DEVELOPMENT

• Develops new AL business opportunity and maintains existing portfolio; Leads prospection in coordination with Market Developers, Key Account Managers

• Develops and expand contacts at existing customer site to strengthen customer relationship Identifies customers' decision-making structure, culture and goals Assesses customer requirements and business drivers

INTERNAL GOVERNANCE

• Builds the proposal; Determines appropriate on-site solution, conducts product flow studies as needed

• Establishes project scope and budget Evaluates project economics, establishes proposed pricing in accordance with business policy 

NEGOTIATION

• Negotiates and signs agreements

• Prepares and presents proposal Negotiates product supply agreement Manages scope changes and appropriate modifications to contract terms and pricing to maximise returns

• Obtains customer commitment through contract signature

COMPETITIVITY

• Performs review on on-site business and competition; 

• Market Analysis

• Competition Analysis

• Production service offering Analysis

• Coordinate with various

CONTRACT ADMINSTRATION

• Supports Operations team

• If required, acts as a consultant for contract administration issue

• Might manage related accounts and contracts from other sub-business lines

• If required, train sales force on On-Site

• Resolve commercial issues with customers within the scope of contractual 

CROSS-FUNCTIONAL CONTRIBUTION

• Support LI for new business opportunities in parallel work with them to learn about new technologies and Product service offerings

• Work with other Sub-business lines (bulk, IPG, specialty gases) to maximise revenue opportunities for AL

Essential Skills (Behavioral/Technical) 

Knowledge and Knowhow specific to the job (Technical)

• Know-how and skills on technical selling and upselling

• Knowledge of the gas industry (other players, direct/indirect competition, alternate solutions)

• Knowledge of Customer industrial process, project sales

• Knowledge of competitors offers

• Knowledge of AL Offers, Products, applications and services.

• HSE Procedures 

Management and behavior skills (Behavioral)

• Willing to accept stretch goals related to positive business results

• Adapting personal style to effectively interact with a variety of people, from procurement to CXO-level

• Sharing strategic information with customers to build understanding of issues

• Balancing customers' needs with company long term interests

• Looking for secure and reliable solutions

• Manage internal stakeholders (operations, capital implementation, projects, finance, etc.) with positive influencing capacity

Team Management

• Manage pan-India team of Busienss Development

• Support BD Onsite for timeline executions, internal governance, existing contract management and closure of new deals by training them for future

• Willing to train other BD through experience sharing

• Sharing information with BD to build understanding of issues

• Travel regularly with team pan-India to meet customers and close deals

• Identify gaps/needs in team members, and provide appropriate training plans