Sales & BD Specialist

Air Liquide Philippines, a fully owned subsidiary of Air Liquide Group, started its operations in 1994 and currently employs 230+ people. We operate air separation units (ASU), hydrogen plants, carbon dioxide plants, cylinder refilling stations and depots, on-site plants and pipelines nationwide. Our main plant is situated in Pinagbuhatan, Pasig City, and our head office is in Bonifacio Global City, Taguig City.

We serve a wide spectrum of markets and industries including electronics, food processing, pharmaceuticals, metals, automotive, shipbuilding, and hospitals.

Air Liquide Philippines is ISO 9001:2008 certified as well as GMP certified for medical oxygen. In addition, our liquid carbon dioxide plant in Pasig City filled the requirements for Food Safety System Certification FSSC for the manufacture of this gas as a food additive.

The mission is to develop a profitable business through long term relationship with the key stakeholders in its assigned geography and accounts. The function of a Sales & Business Development specialist is a combination of managing existing customers and driving the market growth for both Industrial Packaged Gases (IPG) and Specialty Gases (SG) business.

She/He is expected to execute the following activities in accordance to the Sales process and in adherence to AL ethics, safety and quality standards.
- Growing sales & profitability through existing and new business
- Develop intimate knowledge of customers to be able to identify opportunities for expansion businesses.
- Enhance market insight & AL visibility, leading to new opportunities.
- Manage contracts and customer satisfaction to optimize revenue and reduce threats
- Sign new contracts with leverage for long term profitable sales.How will you CONTRIBUTE and GROW?

1. Develop market insight and enhance Air Liquide(AL) visibility in sales territory

• Know the market; understand customers' businesses and technical processes that could benefit from AL offer

• Initiates, develop and maintains industrials contacts and engage in networking activities to better identify current and potential needs.

• Strategize an effective plan to gain new leads/prospects to support sales development objectives as per Market Roadmap and Focused Market for each entity (as aligned with IM ROC).

• Reports and update AL fields innovations and to monitor & report competitor activities, outling opportunities and threats.

• Works closely with the KAM and the rest of PAG team on prospects planning according to the sales development objectives for the Market

2. Leads prospecting initiatives to detect and qualify new opportunities

• Use prospect lists based in attractiveness analysis and territory knowledge or the validated list from IM ROC Mass Leads Generation to organize prospection plans.

• Perform cold calls with a focus on strategic locations, visiting potential customers as well as competition customers.

• Manage internal qualification process to identify priority targets.

• Spend time at prospect sites, to identify sales opportunities and decision making processes. 

• Get to know prospect's requirements, and understand what they value most in AL offers.

• Coordinates with Sales Rep/ Account Manager/KAM/SAM prospecting visits plan. 

• Manages opportunity detection and qualification by supporting other commercial team members' actions in defining priorities.

3. Promotes selected AL Added Value Offers (AVOs) to potential and existing customers (prospects) that meet their needs

• Sell with a process that ensures a deep understanding of customers' processes, their critical factors of suscess and main challenges.

• Push forth AL value-added solutions to address the customers' needs and achieve a win-win situation.

• Elaborate technical proposals, coordinate trials, start-up & customer training (with ALTEC as required). Prepare & present trial reports. 

• Seek ALTEC support as needed to propose technical aspects of AL Offers, in compliance with budgetary constraints, IMS and local rules. 

• Finalize offers and prepare contracts, to be reviewed internally before presentation to customer.

• Develops and Leverages relationships at both a business and a technical level within customer organizations 

• Proposes AL technical solutions to selected customers in order to solve their technical hurdles. 

• Proposes tests of AL solution at customer's facilities and be the point of contact. 

4. Manage pipeline of opportunities to maximize sales outcomes

• Pursue a sufficient number of sales leads to feed the opportunities pipeline in an dynamic manner.

• Review progression of prospects through sales process stages on a regular basis.

• Maximize time spent on preparation and sales visits, when prospects are likely to sign profitable deals.

• Discontinue sales processes where probability of success is low.

5. Sign contracts with new customers according to sales development objectives

• Prepare CPR (Cluster Project Review) documents for internal approval at the various stages of the Sales cycle where applicable.

• Negotiate and sign profitable contracts in compliance with applicable pricing policy and including renewal clauses and price variation mechanisms in alignment with Zone direction and country policies.

• Explain the rational of AL contractual clauses, in a way that outlines the professionalism of AL and its willingness to engage in a long-term relationship with the customer.

• Ensure no compromise with safety is made in the implementation plan of the contract.

6. Ensure miscellaneous tasks to support business development

• Supports activities by attending trade shows, conferences, and whenever needed organizes/participate to AL international or national events

7. Compliance on HSEQ (Health Safety Quality Environment), GYM and other Procedures

• Carry out all activities following standard operation procedure and HSEQ

• Follow business process / work flow procedure (financial assessment, profitability criteria, business risk identification) c. Ensure GYM objectives are actively implemented.

Are you a MATCH?

- Bachelor's degree in Engineering 
- Have 3-5 years B2B sales and account management experience
- Own a driving license and a car
- Willing to travel to customers area 
- Have an excellent social behavior with effective communication skills, learning agility and customer focus mindset

About Air Liquide
 

A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 78 countries with approximately 64,500 employees and serves more than 3.8 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. They embody Air Liquide's scientific territory and have been at the core of the company's activities since its creation in 1902.

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

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