Linde Engineering North America Inc Sales Manager Electronic Bulk Gases and Ecovar - North America in Hillsboro, Oregon

The Linde Group is known as one of the world leaders in gases, engineering and healthcare. We operate in more than 100 countries across the globe and generated revenue of 17.9 billion euro in 2015. But what makes us great is our people because they make great things happen. Linde employees take pride in what they do because they know it makes a real difference to our customers. They are empowered to turn a challenge into an opportunity to learn and grow. This is how they take the lead, every day.

Linde is currently seeking a Sales Manager Electronic Bulk Gases and Ecvar - North America to join the team in the Hillsboro, OR area.

Purpose of the Position:

The primary purpose of this position is lead the sales with the designated region and achieve or exceed sales plans and drive profitable sales growth while maximizing Linde Pro as the sales process foundation. Develop a detailed plan for sales and a pipeline of appropriate opportunities for expanding the existing business and winning new opportunities. Own the North American Intel Bulk and Ecovar Account. Drive growth for the account by leveraging existing infrastructure as well as establish relationships with key Intel decision makers. Defend existing business, secure new opportunities and expand bulk equipment sales. Seen as the respected source of business and technical knowledge for Bulk Gas supply to Electronic Customers. Act as the Business Manager for the region and ensure that all stake holders within Linde are aligned to meet and exceed customer expectations while managing the regional P&L.

  • Champion Safety for all Bulk Electronic sites

  • Champion Safety to ensure all Linde Golden Rules are understood and adhered to.

  • Take visible leadership of all Safety topics.

  • Continually execute lead safe reviews when present on all customer or Linde sites.

  • Ownership of profit and loss for Electronic bulk and ECOVAR accounts within the Region

  • Develop business plan and drive performance to achieve or exceed stated goals

  • Drive cross functional business planning process to ensure resources are allocated optimally to achieve objectives

  • Ensure all opportunities have clear strategy for success and manage review and approval process according to DOA and Linde standard processes

  • Manage and mitigate all identified risks across accounts

  • Identify gaps and weaknesses in PSO and drive appropriate changes through stake holders

  • Understand and manage business tools such as STACK, financial models, approved CAPEX, operating costs, OPD and IC process, etc.

  • Show leadership and ownership to understand, drive and mitigate operational, product or project related issues that directly affect the customer

  • Understand cost drivers on PSO and collaborate with stake holders to ensure market competitiveness

  • Manages all CAPEX requests from initiation through to closure.

  • Development and growth of the business

  • Communicates and act upon opportunities and solutions regarding: Individual customer strategy, economic or technology trends, commercial development / new investment opportunities

  • Seek and collect market intelligence to incorporate in customer strategy plans.

  • Organize and execute prospecting initiatives within the region where market share is low.

  • Ensure existing accounts and opportunites have a strategy in place for execution, cost recovery and profitability.

  • Negotiation of all contracts while ensuring acceptance of Linde standard terms and conditions. Manage all non standard Linde terms with Legal and seek approval though DOA process.

  • Insight into technology advancements, customer and competitor insights (Explore)

  • Monitor industry and customer news, updates and events that might create opportunities. Articulate this information to Sr. Management for future CAPEX and resource needs and planning

  • Develop and maintain lasting relationships with key senior customer stake holders and industry leaders / experts.

  • Fully understand Linde market share, PSO position, and new developments with customers and industry trends

  • Anticipate competitive offering and sales strategy as well as deep knowledge of industry available ECOVAR units and target unit pricing for products

Customer Management

  • Manage all contracts expiration and renewals with clear approach strategy 24 months prior to expiration

  • Leverage Linde Key accounts where appropriate to position PSO to affiliate customer sites. Liaise and strategize with Global Key Account Managers

  • Position PSO based on selling Linde value vs. straight market pricing.

  • Develop and maintain escalation path for customer complaints within Linde. Proactively own and resolve customer concerns or complaints with all Linde stakeholders to mutual satisfaction

  • Meet with accounts as often as necessary to ensure a superior Customer Experience

  • Participate / lead commercial negotiations and ensure delivery of agreed scope (DRI) and standard Linde terms.

People Management

  • Inspire a desire to win and excel with regional colleauges

  • Ensure regional personnel have the right skill set to support the cusotmer base. Champion the developmental needs as necessary

  • Ensure Linde emploees conducts business ethically

  • Develop and maintain own training programs.

  • Ensure stakeholder goals align with Electronic Bulk and ECOVAR, Electronics and RSA.

  • Be part of decision process for key emplyees who interface with customers

Data Management

  • Ensure CRM is kept current and updated in a timely manner

  • Monthly reports from account team

Basic

  • Bachelor Degree Engineering or Technical discipline

Other

  • MBA preferred

  • 50% travel

  • Intimate knowledge of Electronics Industry and new Technology Development

  • Complex Financial modeling development and interpretation

  • Ability to sell idea / new opportunity from development through Linde Board approval

  • Strong experience working within a matrix organization to build consensus between various stake holders to align on initiatives

  • Strong interpersonal skills to motive Linde stake holders to align with customer expectations

  • Willingness to take ownership of all issues impacting region and drive initiative for successful resolution

  • Experienced negotiator with a deep understanding of legal terms and their impact

  • Ability to lead and work for positive change to improve and enhance Customer Experience

Linde Group Safety Strategy and Philosophy

  • Strong commercial and business acumen & judgment

  • Intimate knowledge of Electronics business, products and customers

  • Financial analysis skills and detailed understanding of profitability models

  • Ability to work to tight deadlines with quality

  • Ability to “own “issues and drive to conclusion

Managerial Skills

  • People Management and Development

  • Leadership

  • Customer focused

Interpersonal Skills

  • Positive “can-do” attitude

  • Problem solving

  • Written and oral communication

  • Influencing

Linde offers excellent salaries, world-class benefits, and unparalleled opportunities for development – all to create an invigorating and satisfying environment.

Join a World Leading Team Today!

Linde is an Equal Opportunity Employer (EOE). Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran or disabled status or any legally recognized status entitled to protection under applicable federal, state, or local laws.

ID: 2017-3705

External Company Name: Linde Engineering North America, Inc.

External Company URL: lindeppusa.com