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 current wins
Generate recent 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
Recent 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 KPI’s 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;