Senior Analyst & Leads IBD

Job title: Senior Analyst & Leads IBD

Job description: How will you CONTRIBUTE and GROW?

The main object of this position is to maximize sales growth, market shares and profits using market intelligence and support, along with lead finding initiatives. This position is responsible for ALC’s Market Share analysis and for ad-hoc evaluations of new business ventures in collaboration with the other commercial groups and regional opportunities. The incumbent is responsible for supervising the lead generating efforts, supervising a team of Internal Lead Developers that are consistent with corporate strategies, that focus on both existing and potential users of ALC’s products and services, while promoting ALC’s safety and quality objectives.

1. Analyzes market segments, market share owner & potential prospects: With the support of the field analyzes and establishes various products market size by markets & regions, with a focus on Powerzone development. Monitors, coordinates and prepares market surveys, internal and/or external, market share, and competitive activity. Recommends specific actions to counter act and neutralize threats. Maintains an updated database of customers supplied by competition to take advantage of business opportunities. Suggests key areas of opportunity utilizing factors such as geography, market segment, market share or wallet share.

2. Offer preparation support & Project Management Office: Support for customer presentations, and ad hoc analyses of potential new customers, products, business models, … while working with the Regional General Managers and commercial groups. Develops new offers, based on products, customers needs, and market segments (for example green offers) and deployment with Regional Sales teams. Diversify our markets by approaching non traditional ALC customers with our offer. Participates to project documentation by working for CPR with other departments for strategy validations amongst others.

3. Assumes responsibility of strategic lead development: Develops and implements leads development plans in line with corporate strategies to increase sales profitability and growth, as well as to generate new customers. Supervises the team that develops lead lists with support of external sources, and supports the Regional Sales teams by continuously feeding the pipeline, vetting opportunities and managing market intelligence. Work on Vetting and developing new leads to the point of handing off to the respective AE for further discussion, and or continuing on your own to close the sales cycle. Defines and measures campaigns with sales managers to ensure proper market penetration within predefined Powerzones by utilization of the IBD team. Liaisons with the technical team to ensure product savviness for future selling efforts.

4. Ensures support and coaching: Is responsible for training programs and tools. Coordinates training and motivation of Internal Business Developers who are responsible for outbound customer telephone calls so they provide honest, sincere and courteous assistance to customers including necessary follow up to ensure that their expectations are met, or exceeded. Provides leadership and guidance to team members to achieve objectives of calls, sales and success rates. Encourages sharing of information, knowledge and experience within the team. Creates a measurable dashboard to track pre-sales to post-sales activities and ensures proper conversion rations of new business targets as well as offsetting of churn rates. Monitors calls to ensure customer excellence is achieved and coaches employees on early stage objections.

5. Process improvement and innovation: Detects new ideas and key elements for a winning offer. Encourages initiatives in own field. Develops the customer’s needs into new competitive products or services. Continuously analyzes actual offer in order to suggest improvements. Suggests corrective measures in response to different problems and ensures their implementation.

6. Quality/Safety: Actively promotes ALC’s safety and quality objectives. Knows and respects all procedures related to the field of Process Industries.

Are you a MATCH?

REQUIRED EDUCATION & QUALIFICATIONS

Diploma: Bachelor degree in marketing, business administration. MBA or equivalent and relevant experience is an asset

Training: Quality System (ISO)

Knowledge: Business, research, finance, sales and marketing, computer systems, MS Office, excellent written, and oral communications skills, presentation skills

5 to 10 years of experience in sales or marketing

OTHER COMPETENCIES

Strong interpersonal skills: Gets to know others and forms relationships, maintains very good relationships with colleagues, respects the ideas and opinions of others.

Coaching skills: Clearly establishes performance criteria, finds solutions to problems by consulting team members, understands and listens to the concerns of all individual team members, gives ideas in clear and appropriate language.

Leadership: Positively influences others, easily obtains cooperation from others, is concerned with people as much as with results.

Customer-oriented and service-driven: Precisely answers customer requests, is attentive to customers, respects commitments towards customers, initiates new ideas in order to meet customer expectations.

Selling skills: Speaks with confidence and guides discussions towards desired conclusions, uses persuasion and persistence to overcome objectives, understands customer needs, makes recommendations and decisions based on a complete analysis of facts.

Problem-Solving & Project Management: Identifies problem situations within an appropriate time frame, develops several alternative solutions to problems, analyzes situations and highlights important issues, suggests adequate, valuable and feasible solutions; establishes required actions, and follows-up on solutions for project completion.

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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