Purpose of the position:
The Business Manager is responsible for the management of the Specialty Gases products portfolio in designated geography to execute strategic intent and meet financial targets.
Principal Responsibilities:
- Coach and develop team members reporting directly
- Directly accountable for delivering sales targets in the assigned territory (West zone)
- Manage all existing customer accounts in assigned territory.
- Work closely with BU Head to ensure BU targets are met
- Manage the Key accounts assigned to ensure long term profitability and growth
- 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 promptly and ensure timely redressal
- Generate new large/strategic 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
- New Wins
- Customer Visits
- Cylinder Management
- Safety
Key Interfaces:
- Strategic Marketing Product Manager, marketing communication and Pricing Manager
- Customer Service Centre
- Deliver country level for Transport safety, Contract management and Scheduling
- Make country level for planning, best practices, Cylinder Asset Management, Engineering support
- FICO Business Partner & Credit Control Manager
- Statutory agencies
- Internal Audits & legal counsels
- Group stakeholders
Required Behaviors:
- Team player with leadership skills. Ability to influence team and customer stakeholders. (20%)
- Strategic Thinking. Takes medium to long term view of the business, assessing options for the future and the implications. (20%)
- Customer Focus (Client relationships) Works with own team to build relationships with customers (20%).
- Prioritization capabilities. (10%)
- Promotes and drives organizational initiatives (10%)
- Motivates team and maximizes resource and asset productivity (10%)
- Highest level of integrity and behavior in line with the Linde code of ethics (10%)
Required key skills (functional/technical):
- Financial skills with analytical approach the Specialty gases business sales, business development, Application sales shielding gas conversions, buyer behavior.
- Direct/Channel sales
- Knowledge of make and different products within industrial gases PGP portfolio
- Communications skills (effective presentation, negotiation, conflict resolution)
- Strong change management leadership, ability to transform business
- Language Skills Fluent in both written and spoken Hindi, English and local language preferred
Required qualifications/experience:
- Degree in Engineering (Chemical/Mechanical /Metallurgy)
- Post Graduate Diploma/ Management degree preferred
- Typically, 8-10+ years experience in Specialist Gases Sales, Business development, application sales and/or Operations management with 5+ years with industrial gases sales and /or operations
- Prior Product Management and Strategy Planning preferred
- Travel and relocation flexibility
