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E&P Offer Deployment Manager Benelux

Geplaatst 24 mrt. 2024
Werkervaring
0 tot 2 jaar
Full-time / part-time
Full-time
Functie
Soort opleiding
Taalvereisten
Engels (Vloeiend)
Frans (Vloeiend)
Nederlands (Vloeiend)

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Company presentation

As world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 80 countries with approximately 65,000 employees and serves more than 3.5 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. Air Liquide's ambition is to lead its industry, deliver long-term performance and contribute to sustainability.

Entity and activity description

Cluster Northern Europe & CIS countries (NEC) covers the 4 Nordic countries (SE, DK, NO & FI), the Benelux, the UK, Russia and Kazakstan. It represents about a third of Air Liquide’s European activities.

Entrepreneurs & Professionals (E&P) is the market unit with the Industrial Merchant (IM) World Business Line that directly addresses the small and medium sized cylinder customers and their needs. E&P customers typically have a strong local presence and an entrepreneurial approach to business. E&P in Cluster NEC represents the vast majority of the IM customers.

The E&P customers need industrial packaged gases, often with mobile usage as many of them work in the field. Their buying process and business transactions are usually simple and the owner is often the decision-maker. In many ways their behavior and preferences mirror that of consumers.

Our market-driven organization is a key enabler to perform in this market requiring highly specialized sales, marketing and supply chain teams.

Missions

As an Offer Deployment Manager you are in charge of the roll-out of the E&P offers in the countries: reporting to the E&P Cluster Market Unit Director, you work closely together with the Offer Designer to turn "ready-to-deploy" offers into "ready-to-sell" offers. You are accountable for commercialization and full industrialization within your geography.

Acting as project manager, you take ownership of the offer reference guide and fine-tune it to local specificities (ex contract clauses adaptation, product technical regulations, business plan...). Your role is to improve the offer within countries and monitor the offer’s performance through indicators. You train and support local Market Unit sales reps and other staff on the new offers to increase the selling effectiveness. You are part of a pool of Market-specialized Offer Deployers and belong to a Market Unit. Your office will be located within the Benelux.

Responsibilities

Your tasks for the Offer Deployment Preparation

  • You adapt the Ready to deploy Offer Specifications package to local country specifics
  • You prepare the offer documentations (presentations, questionnaires, contracts) and validates where necessary in cooperation with local Legal Representative
  • You help build the target list and set priorities and sales objectives for the countries in collaboration with the Country Market Unit Sales Director
  • You adapt (in conjunction with local product managers) the offer pricing policy for validation by IM Commercial Director
  • You ensure Supply Chain readiness
  • You ensure offer compliance in collaboration with local Supply Chain and HSE Teams
  • You ensure Business Process and Referentials are updated

Your tasks for the Offer Launch

  • You prepare launching campaigns
  • You organise Kick-offs in cooperation with Local Sales Force
  • You train the sales force (and as necessary customer service or other parts of the organization)
  • You translate Offer Brochures
  • Depending on the offer type, you perform customer visits jointly with sales with the aim to help promotion or organise meetings to help promote offers and gather field feedback for adjusting the offers

Your tasks for the Offer Design Assistance

  • You work closely with the Cluster E&P team and the Offer Design Manager to support the prioritization and development of new offers by providing local ideas and views from the Country
  • If country is chosen for pilot launching, you launch the pilot offer (the offer deployer will be more heavily involved in the end of the Offer design phase)

Your tasks for the Offer Performance and Monitoring

  • You develop Offer KPI's
  • You monitor the offer performance
  • You collaborate with the E&P Cluster Market Unit Director and Country E&P Sales Director to prepare performance reviews for Country IM management and to develop Offer Portfolio Reviews with Cluster Management

Competencies and Profile

Your personal Attitude and Skills

  • You are proactive by nature
  • You have project management skills (set milestones; inform the stakeholders; indicate roadblock in advance...)
  • You have strong communication & Leadership skills:

  • Proactive gathering of information by "tapping" into the AL organisation

  • Lead the community of stakeholders that are essential for a successful deployment
  • Driving Specialized Sales Rep (SSR) in non-hierarchical sense (coach/support/challenge);
  • Comfortably communicate both orally and in writing to support the deployer mission

  • You are agile; you take customer feedback and Sales Rep experience to improve the deployment process

  • You have a commercial mindset in the sense of:

  • Understand “What do customers/ agents/ distributors/ resellers need to be successful”

  • Understand "What does my sales/supply chain organization need to be successful"

  • Languages: English,Dutch and French. Other cluster languages a plus

Knowledge and Knowhow specific to the job

Expertise or experience in E&P markets or sales is nice to have, but not a must (most important is that you are smart, enthusiastic, eager to learn and can assimilate the E&P offers including a basic portion of application knowledge

Your education

Background in Business / Marketing / Communication but more importantly an appetite to understand the link between technical aspect and customer value.

The world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 80 countries with approximately 65,000 employees and serves more than 3.5 million customers and patients.

Chemie
Rotterdam
65.000 medewerkers