Distributor Account Manager

Praxair•The Woodlands, TX

6d•Onsite

About The Position

Linde Gas & Equipment Inc. is seeking a Distribution Account Manager to join our team! The Distributor Account Manager will enable Linde Distribution Inc’s. business to maximize growth in the distributor market through sales of Linde's bulk, microbulk and, industrial, medical and specialty cylinder gas products. Distributor Account Managers are responsible for growing distributor sales by identifying market needs and developing innovative solutions. The Account Manager is responsible for commercializing new and existing offerings with existing distributor accounts as well as identifying and developing relationships with new prospective distributors. Due to the nature of exempt roles, work hours may extend beyond the standard schedule when necessary to meet organizational demands, leadership responsibilities, and business objectives. This may include occasional early mornings, evenings, or weekends, depending on the role and the needs of the business.

Requirements

10+ years of experience selling to distributors or resellers
BA in Business with focus on Sales or Marketing
Working knowledge of specialty, medical, and industrial gases, hardgoods and equipment used in metal fabrication.
Successful candidates will demonstrate a track record of personal accountability, teamwork and consistent sales growth.
Be innovative with initiative and drive, have a strong ability to network internally and externally, and possess excellent interpersonal and communication skills.

Responsibilities

Manage and maintain a professional business relationship with existing distributor accounts
Gain trust quickly of other parties, both internal and external
Support the respective Region’s revenue and profitability goals through excellent price, accounts receivables and contract management.
Win concessions without damaging relationships
Demonstrated ability to negotiate skillfully in tough situations with both internal and external groups
Identify new distributor prospects that will support plant loading.
Have the presence and confidence to interact with business owners and “C” level employees.
Assist LINDE business units, drive sales and improve relationships with distributors.
Work with distributor purchasing groups to align Linde as the supplier of choice.
Lead group in developing economics and competitive analysis for new business opportunities and market initiatives while achieving business objectives to improve profitability.
Ensures alignment of business development priorities with broader organizational initiatives.
Prepare and negotiate detailed business terms for supply agreements and participate in the execution of such in conjunction with the business and legal departments.
Accountable for establishing and/or growing account relationships for a group of products within a specific business or geographic location.
Ensure response strategies are appropriately formulated and communication plans are provided.
Understand financial, user/customer, internal operations, and competitive advantages.
Establish relationships and actively participate with internal business partners to pursue opportunities in areas of focus. Liaison between key customer(s) and internal business partners.
Participate with other business development personnel, key account, and sales personnel in development of sales strategies; may help identify target accounts and opportunities within the framework of the organization-wide strategy.
Accountable for driving the sales process and achieving sales growth goals on an annual basis.
Other duties as assigned