Sales Manager Specialty Gases

Job description / Role

To manage and develop the regional portfolio UAE /Oman of Speciality Gas and Related Gas Equipment accounts) in order to achieve the budgeted sales volume and revenue growth, maximise the portfolio profitability & develop geographical high potential clusters in the region.
The Sales Manager will be responsible for the proactive sales of Speciality Gases product lines and the management of customers involved with these offerings in order to profitably grow their business. This business growth will come from a combination of new customer acquisition, portfolio growth at existing customers and pricing development. The role is intended to be a specialized function that works alongside the Industrial Gases team and will require the ability to demonstrate strong product and market knowledge, highly consultative selling skills and an understanding of customer applications. It will report to the regional Commercial Manager.

This position is accountable for the following end results:

• Define the commercial strategy for the SPEC Gases business in UAE / Oman, in collaboration with the Commercial Manager through a well-documented business plan (20 %)
• Develop and grow the existing portfolio through signing of new accounts with a focus on differentiation offerings through new added value products and services and key strategic accounts and OEMS. (20%)
• Meet and exceed financial sales and profitability targets as laid out in and product operating plans and General Price Increase Programs. Run P&Ls to ensure the profitability of each product line.(5%)
• Sales role to include : Prospection, Preparation of Proposals, Negotiate long term supply contracts to realize long term relations and supporting credit control to reduce the receivable amount on ad hoc basis to influence through commercial relationships.(15 %)
• Support grow AP business through action plans including commercial / technical support (10%)
• Act as focal point of contact between Customer and AP, Respond with adequate and timely response on Customer complaints on all commercial matters including issues related to Finance and Supply Chain to enhance the Customer Experience. (10%)
• Present monthly business overview to management. (5%)
• Present monthly business overview to management and communicate necessary market and competitive information to the AP business management and establish integrated communication modes on accounts/opportunities transferred to AP IAM.s (10%)
• To realize market intelligence and update our market database by communicating necessary information to AP business management.(5%)

Requirements

This position is accountable for the following end results:

• Managing IGD Sales portfolio and accountable on annual results based on AP MEET sales Budget
• Growth product line within designated geography
• Achieve Individual Sales Target by product line on monthly /Yearly basis.
• Price increase/enhancement on designated customers.

Minimum Requirement and Qualifications:

• A graduate (4 years high school or university) in a business or technical discipline (chemistry, chemical engineering, etc.)
• Previous ‘B to B’ commercial experience, including direct sales responsibility, of at least 3-5 years in an international industrial company.
• Fluency in spoken and written English are essential.
• Good social and communication skills
• PC literate (Windows, Outlook, Word, Excel, etc.)

About the Company

Air Products touches the lives of consumers around the globe in positive ways every day. With approximately 16,000 employees and operations in 50 countries, we serve customers across a wide range of industries, including refining, chemical, metals, electronics, manufacturing, and food and beverage. We supply a unique portfolio of atmospheric and process gases, equipment and services.

Founded in 1940, Air Products has built a reputation for its innovative culture, operational excellence and commitment to safety and the environment. Our passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and address the challenges facing customers, communities and the world.