Air Liquide in Spain was founded in 1909 and today is made up of a dynamic team working in industry and healthcare throughout the country.
We offer gas, equipment and services for a variety of industries: from oil and gas, automotive, metal fabrication to chemical, pharmaceutical, agricultural, food and beverage and healthcare. Our local projects confirm the Group's commitment to developing innovative solutions that promote the energy transition, including hydrogen energy.
As a market leader, we aim to create value by offering cutting-edge solutions. We are committed to ensuring that our customers receive the best and most cost-effective performance from our products and services and that our patients receive the best quality of care. In today's competitive and ever-changing markets, it is the added value we offer our customers that makes the vital difference.
ES10061-ESPANA AL AIR LIQUIDE ESPAÑA, S.A.
The sales representative’s mission is to maintain sales and profitability on the customer base and to develop profitable sales while ensuring customer satisfaction.
**How will you CONTRIBUTE and GROW?**
**1. Organize and pilot the commercial plan of actions on his scope of responsibility**
- Develops an annual action plan linked to national marketing and pricing action plans, taking into account the particularities of his/her area its market.
- Identifies targeted customers and prospects in its market to implement its annual action plan.
- Identifies competitive threats and follows up in Salesforce.
- Deploys dedicated marketing campaigns in conjunction with the cluster's shared teams.
- Ensures the signature and contractual coverage of new customers/offers.
**2. Manage the portfolio of existing customers**
- In agreement with his/her sales team leader, manages a portfolio of customers/products within its scope, using Salesforce, the Scoring tool recommendations and Sales BI.
- Ensures the profitability of its portfolio. Deploys the pricing plan. Proposes value-added offers adapted to improve the margin.
- Identifies appropriate contacts at the client (decision makers, influencers, etc.) and ensures the accuracy of the data in Salesforce.
- Plans visits according to objectives. Writes and uses the visit report using Salesforce.
- Respects the 7 key rules of a visit. Choose the appropriate channel of interaction (Face to Face/ Visio/ Call/ Mail ), in line with smart sales principles.
**3. Develop AL market share in the sales district (from customer base, greenfield or competition)**
- In coordination with Marketing and Business development, ensures the prospecting of new customers and the development of existing customers through strong networking and active listening.
- Manage incoming opportunity of newly qualified leads, with respect to the agreed response time.
- Realizes visits to prospects (presential or phone) in coordination with marketing teams.
- Records in Salesforce any information on competitive contracts, following a visit or a lost deal.
- Detects all sales opportunities, enters them into Salesforce and signs new contracts and new offers..
- Optimizes the time spent on the client's site and carries out active networking actions there to identify new business opportunities.
**4. Sell offers and negotiates contracts**
- Sells AL offers to customer decision-makers.
- Negotiates contractual conditions and obtains customer commitment through the signing of contracts, respecting the commercial policy.
- Coordinates with the Contract Manager the reviews of offers and contracts and their traceability in our tools.
- When applicable, coordinates with key account managers.
**5. Build customer loyalty and maintains good knowledge of his/her district**
- Ensures all commercial actions aimed at customer satisfaction within his/her scope.
- Develops a relationship of mutual trust with key client contacts.
- Identifies and addresses possible dissatisfaction with the support of the Customer Relations Department teams. At the request of these teams, intervenes in the event of customer complaints of a commercial nature.
- Intervenes in crisis management monitoring if the situation requires it.
- Chooses the most effective method to communicate with customers.
- Analyzes competitive threats by studying lost contracts and consults Sales Managers to define appropriate actions.
- Plans on-site or telephone visits regularly according to the identified targets and reports the results to the Sales Manager.
- Evaluates, by contacting regional players, the development potential of new industrial sites as well as economic and industrial trends in the geographic sector.
**Are you a MATCH?**
**Bachelor - Master degree**
**Knowledge and specific know-how**
- Sensitive to safety, quality and environment.
- Interest in industrial processes and technologies.
- Interest in excellence in Customer Satisfaction.
- Knowledge of applicable environmental regulations
- Ability to build relationships with decision-makers
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