E&P SALES REP. (RESPONSÁVEL COMERCIAL E&P)

Entity Description:

Present in Portugal since 1923, Sociedade Portuguesa do Air Liquide is the national leader in gas production, technologies and services for Industry and Health thanks to a growth model based on innovation, diversity and long-term commitment to customers.
Air Liquide has around 700 employees in Portugal, serving the following sectors:
Industry: food, automotive, energy, industrial production, pharmaceuticals, natural gas, research, materials, metallurgy, chemicals, refining and technology
Healthcare: medical gases, related services, hospital and home healthcare

 

How will you CONTRIBUTE and GROW at Air Liquide?

 

The sales representative’s mission is to maintain sales and profitability on the customer base and to develop profitable sales while ensuring customer satisfaction.

 

1. Maintain and Secure Accounts
a. Develop good relation with accounts at all level through regular contact and visits (more frequent to major accounts)
b. Response to customer inquiry and provide tecnical or commercial advises
c. Promote, offer, and inform new products, service, application to bring added value to the account (liase with BD Application) d. Maintain the trust level of the accounts and minimize claim when technical problem occurs such as equipment breakdown, liquid shortage, late delivery, force majeur events e. Prepare correspondence related to any concern and make sure to get legal dept approval before sent

2. Deliver Best CX & Service Level
a. Lead coordination with all parties to deliver best CX service level in day to day transactions start from PO acknowledgment to DO confirmation
b. Proactively involve in annual voice of customers by maintaining database
c. Proactively follow up customer feedback through BAR+

3. Contract Management
a. Maintain customer contract and its implementation of the parties commitment ie. supply volume, pricing
b. Monitor all the outstanding POs received including the blanket orders to be proactively maintained
c. Ensure a valid contract and renew at least 1 year before expiry date b. Ensure all the key accounts are aligned with the contract and take actions if deviations are captured c. Apply contract management :price escalation, TOP, renewal, and amandement if necessary d. Communicate force majeur events and make sure the accounts to accept

4. Profitability
a. Prepare canonical computation for any additional investment needed and compare with current actual canonical and make sure the additional investment brings good profitability
b. Analyze account profitability and take actions to improve by increasing the price to meet minimum profitability requirement
c. Ensure payment terms is applied as per contract and take actions to resolve if there is an overdue and coordinate with legal department

5. Budget Management
a. Define annual budget and update relevant information of the key account according to obtained valid information
b. Identify any opportunities that can be an upside and secure the opportunity with contract amandement according to allocated resources
c. Understand the key accounts profile and immedeately noticed if an anomaly is occured

6. Reporting
a. Optimal utilization of Sales Tools program such as BAR+, Gideons to support Sales activities
b. Ensure CFD input regularly for all activities related with the accounts
c. Report projects progress, new business, issues and project lost in weekly meeting

7. Compliance on HSEQ (Health Safety Quality Environment), GYM and other Procedures
a. Carry out all activities following standard operation procedure and HSEQ b. Follow business process / work flow procedure (financial assessment, profitability criteria, business risk identification) c. Ensure GYM objectives are actively implemented

 

Are you a MATCH?

 

Engineer - Master degree

Knowledge and specific know-how

- Outside specific: Driving license

- 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

- Mastery of sales and negotiation techniques.

- Knowledge of gases, materials, gas applications and services.

- Knowledge of the competition.

- Knowledge of customer professions in its market.

- Proficiency in office IT tools..

Soft skills

- Curiosity and listening/communication