Role Description:
To maximise sales of gases and applications related equipment via all supply modes to the Food & Beverage segment through focused technical engagements with customer
To develop technical differentiation and maximise value capture for Linde and customers using Linde Pro sales, Linde Pro tech, global value models & technical processes within the guidelines of best commercial practice
To achieve revenue and profit growth targets through the creation and continuous development of new technically led customer opportunities in the Food & Beverage segment
To manage, develop and extend the technical and business relationships with existing industry customers and other external trade bodies / influencers where a high level of industry knowledge and technical credibility is valued
To understand and identify the uniqueness of a customer process and engineer a safe, seamless integration of Linde technology to meet customer commitments
Primary Responsibility:
Utilise contracts, pricing, development agreements and other commercial best practices to ensure that Linde technology value is fully recovered from marketplace
To develop and implement focussed business development plans to ensure all addressable, technically led growth opportunities are prioritised and realised
Focus contact planning and prospecting activity to identify and develop strong relationships with target customer technical decision makers
Identify, initiate & develop relationships with key technical, commercial and strategic contacts both within customer and across the Food & Beverage segment
Network across Linde and specifically with regional sales teams, distribution, CES, and the CSC support team to ensure that Linde provides appropriate technically led interaction across the customer’s organisation
Identify customers & locations with potential for future applications opportunities
Review and identify existing customers where technical opportunities have not been exhausted and ensure each opportunity is suitably explored (=increase of Gas Intensity)
Develop, implement and sustain all Linde Pro / Tech sales processes skills and achieve at least certification level 300 in all current & future PSOs related to the Food & Beverage Market segment
Utilise intimate customer process knowledge to engage in detailed process development & diagnosis with customer to identify further technology led growth opportunities
Take accountability for the contracted commitments made, process design, HAZOP and commissioning of applications installations for all target customers
Work closely with the Food & Beverage PEA’s and CES to ensure equipment design meets customer value targets and operating conditions
Required critical behaviours:
Show affinity and experience with working in a multi-cultural environment
Influencing skills
Customer Focus
Communication & Collaboration
Business Acumen
Visible Leadership
Required key skills (functional/technical):
High level of the Food & Beverage industry specific technology focused knowledge & credibility
High energy level with a strong drive to deliver deals
Customer relationship management and customer development skills
Strong commercial skills with selling and negotiating experience at major customer level
Ability to design and HAZOP process changes
Strong communication skills, both oral and written
Planning & Project/change management skills
Profit assessment capability (profit modelling / process knowledge)
Knowledge of full range of Linde products & services packages (PSOs)
Contract / price management capability
Required Qualification:
Significant (>5 years) industry knowledge and process development experience in food, beverage, aquaculture or water treatment industry
A strong network or resources in the related industry would be very advantageous
Significant (>5years) of high value commercial and contract negotiating experience
Proven ability to foster long-term customer relationships
Proven ability to win technically led sales
If you’re interested in this position, please submit your CV to hr.china@linde.com.
如您有兴趣申请此一职位，请提交您的申请及个人简历至hr.china@linde.com，谢谢