Key Account Manager

Location:United Kingdom
Job Type:Full Time

Company presentation

The world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 80 countries with approximately 66,000 employees and serves more than 3,6 million customers and patients.

Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy.​ They embody Air Liquide’s scientific territory and have been at the core of the company’s activities since its creation in 1902. Air Liquide’s ambition is to lead its industry, deliver long-term performance and contribute to sustainability.

Entity and activity description

Our portfolio of products and services is broad enough to meet the very different requirements of just about every branch of industry, engineering, science and technology. Our technical specialists work with customers to improve the efficiency of existing processes, meet customers' new technological needs and develop applications to meet specific process requirements. 'As part of the Air Liquide Group, the worlds leading producers and suppliers of industrial and medical gases and related services, Air Liquide UK Limited has the capacity to apply global resources and expertise to local market needs.

Air Liquide UK is your single source of expertise for a vast range of technologies and applications geared to providing innovative solutions that help to ensure our customers are successful in their markets. Air Liquide UK is committed to ensuring that the customer obtains the very best and most cost-effective return from the use of our products and services.

In today's competitive and constantly changing business and technological environments, it is the added value provided by suppliers that can make the vital difference. Added value in terms of technical support, service, flexibility, reliability and of efficiency improving ancillary services are key factors which Air Liquide UK delivers to its customer base.

Missions and Responsibilities

The mission of the role is to take responsibility for the Key Accounts within the Food & Pharma (F&P) segment, worth circa £9m annually. Primary responsibilities include growing the base business by developing sales / profitability within the existing customer portfolio as well as prospecting for new business at Key Account level. You will help to deliver customer satisfaction whilst adhering to the Air Liquide commercial, safety and quality policies.


You will receive training in Food & Pharma applications from our highly regarded technical
experts, many of whom have designed and patented the equipment and solutions that you will
provide to customers. You will be exposed to many areas of the business providing the right
person with exceptional career progression prospects both in the UK and worldwide. We are
looking for a candidate who will be willing to move laterally and upwards in the organisation
within a relatively short timescale.


How you'll make an impact?

  • Create and implement business plans and sales strategy for their portfolio
  • Plan and organise activities to meet sales objectives
  • Identify competitor threats through networking with customers and share findings with the business
  • Analyse customer sales data and determine specific growth actions to drive sales and margin improvements.
  • Identify customer requirements, expectations and informal needs to initiate and maintain business relationships
  • Manage the internal qualification process to identify priorities on sales opportunities
  • Manage the sales opportunity portfolio via CRM
  • Manage Key Account commercial proposals - Coordinate with Market developer/ALTEC Specialists for technical support/trials required to build the proposal/offer
  • Coordinate business areas and sales processes to meet customer needs effectively
  • Identify customers' decision making structure, culture and goals
  • Re negotiate and extend contracts to retain existing business of key accounts
  • Assess and improve the account profitability per product, contracts and sites
  • Assess and improve the account growth potential

We'd love to hear from you if you have:

  • Negotiation skills at a complex level
  • Ability to understand financial impact of business decisions for the business and the customer
  • Coordination of Key Account plans and strategies for European and Global customers
  • Knowledge of Project Management techniques and evidence of managing projects
  • Knowledge of the F&P market, the customers it serves and the competitor activity
  • Willingness to accept and achieve stretch objectives
  • A promoter of change and new ways of working (including digital tools)
  • Ability to build strong relationships with internal and external colleagues
  • Ability to create a sense of trust between Air Liquide and it’s customers
  • Acts as a role model and a transversal manager towards Market Specialists
  • An interest in solving problems for customers and being a solutions provider. Seek new ways and concepts leading to innovative solutions


Education

  • Degree or equivalent in Business related subject

Some Of Our Key Benefits

  • Generous Annual Leave
  • Perks At Work - Childcare voucher scheme, Vodafone discount, Vitality healthcare, Eyecare vouchers
  • Dedicated talent development team to help your career progress
  • Generous Pension Scheme
  • Cycle to work scheme (salary sacrifice)
  • Mental Health Wellbeing Ambassador support

Competencies and Profile

ESSENTIAL KNOWLEDGE AND KNOW-HOW SPECIFIC TO THE JOB

  • Negotiation skills at a complex level
  • Ability to understand financial impact of business decisions for the business and the customer
  • Coordination of Key Account plans and strategies for European and Global customers
  • Knowledge of Project Management techniques and evidence of managing projects

DESIRABLE KNOWLEDGE AND KNOW-HOW SPECIFIC TO THE JOB

  • Knowledge of the F&P market, the customers it serves and the competitor activity

MANAGEMENT AND BEHAVIOUR SKILLS

  • Willingness to accept and achieve stretch objectives
  • A promoter of change and new ways of working (including digital tools)
  • Ability to build strong relationships with internal and external colleagues
  • Ability to create a sense of trust between Air Liquide and it’s customers
  • Acts as a role model and a transversal manager towards Market Specialists
  • Ability to train internal colleagues and external customers on our systems, products and processes
  • High levels of conscientiousness
  • Aspirations to progress and develop your career in a growing organisation
  • Flexible and adaptable to business environment; Understanding external and internal customer expectations and needs
  • Strong customer focus
  • To interact across Air Liquide entities
  • The ability to motivate and direct internal teams to achieve the required objectives for our customers
  • Adaptable interpersonal style to effectively interact and build relationships with a variety of people
  • An interest in solving problems for customers and being a solutions provider. Seek new ways and concepts leading to innovative solutions



EDUCATION

  • Degree or equivalent in Business related subject