Sales Manager

Air Products•Santa Clara, CA

17d•Onsite

About The Position

The Area Sales Manager will report to the Director of Sales and be responsible for driving superior sales performance within the existing regions by mentoring and developing his/her direct reports. This individual will be tasked with strengthening the regional structure and sales model, build distinctive capabilities among his/her people and increase focus and accountability in the region. Primary performance objectives will be to deliver revenue and profit growth through new and existing customers, ensuring high retention/renewal rates and adhering to business rules for pricing. The successful candidate will partner closely with key stakeholders including: Strategic Account Managers (SAMs), Commercial Technology, Central Sales, Asset Management, Engineering, and Logistics.

Requirements

Bachelor’s degree required, chemical engineering preferred
7-10 years experience
Strong leadership, influencing, and interpersonal skills
Ability to work successfully in a matrix environment

Nice To Haves

Attention to Detail
Business and Financial Acumen
Strong written and oral communication skills
Contract Negotiation
Strategic Thinking
Commercial and Technical Leadership
Consultative Selling
Natural Curiosity
Team Building
Strategic Thinking

Responsibilities

Develop and execute SOP for the Area and for each Territory within, using resources and assets to provide Air Products with competitive advantages.
Grow profitability and market share through new business development, contract renewal signings and meeting or exceeding pricing targets.
Strengthen sales force processes and capabilities across the team, bringing outside experiences and standard methodologies to improve team performance.
Lead and participate in full life-cycle of sales, including but not limited to: prospecting, pricing, lead generating, presentations, negotiations, in-person client meetings, proposal writing, relationship building, closing and account management.
Maintain an active presence in the field (75%+ of the time) mentoring field sales representatives and Microbulk supervisors.
Solid understanding of Engineering, Product Management, Marketing, Commercial Technology, Industry segments, Legal, Operations and Logistics.
Drive success through a network of teams that include FAMs, Key Account Managers, Liquid Bulk Account Managers, Commercial Technology, Central Sales, Product Management, Engineering, Logistics and sometimes their global counterparts.