Sales Representative (Търговски представител)

Air Liquide Bulgaria has been on the domestic market since 1999 and is a countrywide recognised gas producer and supplier of technologies, services and gases for the food industry, large industries, healthcare and environment. Air Liquide Bulgaria has a team of 95 employees serving industrial customers.

 

How will you CONTRIBUTE and GROW?

 

The mission is to sell Air Liquide solutions (products + application + services) to a wide variety of customers in the process segment within a geographic region (defined above as "Location"), to achieve growth objectives. Primary responsibilities include acquiring new customers, developing sales and profitability in the assigned region while achieving customer satisfaction goals. Perform the activity according to the sales process defined by Air Liquide and according to the sales, safety and quality policies. Responsible for the execution of the regional sales and marketing plan, ensuring the profitability of the contracts.

 

This position will be located either in Plovdiv or Stara Zagora and not in Sofia!

Manages and plans the development of the territory

• Implements the business plan and sales strategy for their dedicated region.
• Plans and organizes the activities to achieve the sales goals (visits to customers in different cities), presentations, negotiations etc.) in cooperation with the customer service and sales support team, the Busienss Developers and/or the Product Manager.
• Identifies competitor activities by gathering information and preparing reports in the relevant system (CRM), may work with his line manager as well as other relevant positions to build knowledge of competitive solutions.
• Analyzes data from customer sales reports, customer databases and determines specific actions (prices, promotions).
• Monitors and collects information and evaluates economic and industrial trends in the assigned geographic area.

Conducts regular research activities in his region

• Leads the search for new opportunities through pre-arranged visits to different locations within their dedicated region, in coordination with Business Developers.
• Identifies customer requirements, their expectations and informal needs for starting and maintaining business relationships.
• Manages the internal qualification process to identify priority sales opportunities.

Develops standard offers and individual offers

• Manages portfolio of sales opportunities.
• Creates commercial proposals - coordinates with Business Developers / ALTEC specialists for technical part and/or tests necessary to build the proposal/offer.
• Prepares and coordinates internal company processes for approval of quantities, terms, prices and profitability for preparation of an offer.
• Coordinates the drafting of offers with the direct manager.

Negotiate, sell and sign contracts

• Identifies the structure of the customers' decision-making process, their company culture and goals.
• Sells Air Liquide products and services through specialized offers where situation-specific exist, increasing added sales value.
• Renegotiates and extends contracts and offers, retains existing business.
• Obtains commitment from the client by signing a contract.
• Coordinates with Customer Service on sales/contract reporting.

Build and maintain customer loyalty

• Develops relationships based on mutual trust with key contacts at various levels of the customer's decision-making chain.
• Determines strategies for selected customers, selects the most effective way to communicate with them (inclusive of visits to their production basis) and implements the predetermined strategy.
• Defines key customer expectations, accepted as such by Air Liquide and monitors their achievement.
• Monitors the correct implementation of contracts and initiates changes when such are required by changes in the environment or the activities of any of the parties.
• Creates and follows a communication plan and action plan for key customers.
• Analyzes competitors and reasons for lost customers / contracts.

 

Are you a MATCH?

 

Education: Degree in Economics / Technical

Language: Good level of English

Professional experience: More than 3 years in a relevant field of work

Knowledge and Knowhow specific to the job

• Experience and skills in working with (preferably industrial) clients, including large ones, requiring a complex and multi-layered approach.
• Knowledge of the structure, size and specifics of the specific region, established contacts among industrial customers.
• Experience and work in an environment with strong institutional regulation and a focus on safety.
• Understanding and working with key financial indicators such as markup, margin, efficiency, profit, etc.
• Development and implementation of development strategies, periodic sales plans, development of budgets.
• Experience and working with a Customer Relationship Management (CRM) system. Anticipating and dealing with a changing environment (including strategic thinking).
• Driving License (category B).

Management and behavior skills

• Innovative thinking and influential leadership (including entrepreneurship, risk-taking);
• A solution-focused decision-making process;
• Team management and/or teamwork;
• Communicating with impact (giving a sense of purpose and motivating others);
• Commitment to company results and responsibilities;
• Managing personal performance and competing priorities;
• Focus on the customer;
• Self-awareness;
• Ability to learn, proactivity, goal oriented, analytical skills, looking at the "big picture", stepping up and sticking to the facts.              

 

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.