Market Development Manager

Air Liquide Romania has been present in the domestic market since 1999, and is a nationally recognized gas producer and supplier of technologies, services and gases for the food and beverage industry, large industries, the automotive industry, healthcare and the environment. Air Liquide Romania has a team of nearly 80 employees serving industrial customers.

How will you CONTRIBUTE and GROW?

The Market Development Manager will be instrumental in Air Liquide's growth in the Industrial Gas Market for Bulgaria & Romania and the broader South East Europe region. The manager works in close proximity with national sales teams, Business Developers, Bulk & PG Product Marketers, EIM, and Legal counsel to actively drive business growth. The main challenge is to drive and/or initiate Industrial Gas sales (mainly Bulk) in areas where AL has a relatively lower Market Share.

• Lead Management & Commercial PlanningIncreases the quantity and quality of the opportunity pipeline by generating and qualifying leads, and closing deals.

Creates and manages lead campaigns in CRM.

Organizes and pilots the commercial plan of actions in the district.

Analyzes the district market, considering trends and competition (loss).

Elaborates a yearly action plan aligned with the affiliate's Marketing, Pricing, and Sales roadmaps, considering local market characteristics.

Identifies and scores the potential of customers and prospects in the district.

Maintains customer data with discipline and accuracy through systematic CRM input.

Proactively interfaces and collaborates with sales and marketing colleagues to define the best approach for customer satisfaction.

• Portfolio ManagementManages the portfolio of existing customers, especially to leverage growth opportunities and expand existing business.

Implements price-campaigns in an organized manner.

Renews contracts and supports price action plans.

Contributes to reducing overdues.

• Develop AL Market ShareIdentifies new opportunities and leverages digital/inside sales opportunities.

Realizes efficient visits and pursues business targets.

Applies the deployment marketing plan, specifically for campaigns, and rolls out Catalog offers.

Captures opportunities through proactive detection within the commercial plan.

Emits offers to decision-makers through the internal review process.

Negotiates and signs standard contracts, ensuring proper system input in line with commercial policy.

• Issue ResolutionIdentifies items of customer dissatisfaction and monitors their resolution with the support of customer care and logistics.

Acts directly with the customer for the resolution of commercial claims.

• Offer Design (As Requested)Acts as an offer designer under the accountability of the market manager when requested.

Defines offer components based on the value proposition for new offers, and reassesses components for existing offers requiring adaptation.

Checks the feasibility of offers with technical and industrial experts, and determines the total cost and pricing policies under product management direction.

Selects or adjusts distribution channels and points of sale.

Prepares contractual specifications validated by the Legal department.

Ensures compliance with Q/HSE/MR internal rules, regulations, quality assurance, HACCP, GMP, etc., in cooperation with industrial teams.

Performs gap analysis for large-scale implementations and prepares sales pitches and training modules.

• Core Processes OwnershipAccountable for lead generation, qualification, and follow-up.

Accountable for business development by visiting and consulting customers up to the signing maturity level.

Accountable for the selection process to choose the most interesting opportunities according to the value provided (score card system).

Accountable for rolling out action plans for new offers.

Are you a MATCH?

Master's or Bachelor's degree in Business, Engineering, or Fundamental Science.

Languages: Advanced English proficiency. Additional language proficiency from the South East Europe region is a plus.

At least 3 years of Sales / Business Development experience, coupled with technical experience in the industrial gas industry.

Functional Skills:

Familiarity with technical skills in key application domains

Software proficiency: CRM, Google tools, PowerBI

Marketing Competencies including SWOT, Positioning, Pricing, Branding, Persona, Digital Marketing, and Communication.

Knowledge of applicable environmental regulations, gases, materials, gas applications, and services.

Knowledge of the commercial policy, the customer's business within its market, and the competition.

Knowledge of onsite business (technical assets, contractual set-up including risks and liabilities).

Understanding of the internal decision-making process

Soft Skills:

Problem-solving: Ability to identify, analyze, and solve problems.

Adaptability: Ability to adjust to change, new situations, and new cultures with ease.

Teamwork: Working collaboratively with others to achieve a common goal.

Conflict resolution and Negotiation: Ability to manage, negotiate, and resolve conflicts effectively.

Cultural competence: Ability to interact effectively with people from diverse backgrounds.

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.