Sales Director

4 weeks ago

Tempe, Arizona, United States Linde Full time
About Linde:

Linde is a leading global industrial gases and engineering company with 2023 sales of $33 billion. We live our mission of making our world more productive every day by providing high-quality solutions, technologies and services which are making our customers more successful and helping to sustain and protect our planet.

The company serves a variety of end markets including aerospace, chemicals, food and beverage, electronics, energy, healthcare, manufacturing, and primary metals. Linde's industrial gases are used in countless applications, from life-saving oxygen for hospitals to high-purity & specialty gases for electronics manufacturing, hydrogen for clean fuels and much more. Linde also delivers state-of-the-art gas processing solutions to support customer expansion, efficiency improvements and emissions reductions.

For more information about the company and its products and services, please visit

Job Overview:

This position is responsible for supervising up to five regional account managers with the primary goal of leading their team to grow sales revenues and profits and gain new strategic opportunities in their assigned geography within Linde Gases US West Region. The sales territory encompasses Arizona, New Mexico, Colorado, Wyoming, Montana, Utah, Idaho, Oregon and Washington for merchant sales and the entire west region for electronics onsite. The successful candidate will work from the region office in Tempe, AZ and shall be accountable for achieving defined goals by leading their team in seeking out new customers, facilitating growth and maintaining productive working relationships with existing customers.

The successful candidate will be accountable for leading their team in obtaining, maintaining and expanding profitable contracts with a wide range of account sizes often consisting of multiple products, as well as small on-site systems. They will exercise independent discretion and judgment in managing their team.

Primary Responsibilities:
  • Assembles, coaches, and leads a sales force of up to 4 merchant and one onsite account managers.
  • Leads team in identifying new and growth merchant sales and small on-site opportunities within the assigned geographic area through prospecting, lead generation and qualification, market and customer strategy, business case development and analysis, pricing analysis and recommendations, project implementation, and start up oversight.
  • Participates with the Area Sales Director in developing and implementing regional/area sales strategies that are aligned with Business Unit sales strategies and goals, as well as taking a lead role in developing strategies for planned market growth. Through their sales team, they are accountable for delivering the assigned geographic area annual business plan results related to growth, revenue, margin and operating profit.
  • Validates business opportunities and leads the sales organization in identifying business alternatives, with scope negotiations with customer, in preparation of proposals and throughout contract negotiation.
  • Monitors the direct report account manager's account plans to ensure compliance with long- and short-term goals and tactics, pricing strategies, and renegotiation plans.
  • Ensures that the account strategies are aligned with the available resources and market objectives by maintaining coordination and communication with other internal sales groups and functional groups.
  • Develops geographic strategy related to and in cooperation with independent distributors and Linde Gases and Equipment.
  • Acts as the escalation point to address and resolve any issues, questions, problems, or opportunities that may arise during the sales/customer relationship.
  • Understands competitive activity and strategies within assigned geographic area and develops competitive strategy for the area in alignment with Linde business guidelines.
  • Develops pricing strategies using the value of Linde's products and application technology.
  • Ensures sales force compliance with Linde's Product Supply Agreements regarding terms and conditions, both legal and commercial.
  • Builds and maintains business relationships as appropriate within the assigned geographic area using the Linde organization to strengthen and broaden those relationships.


Qualifications:

Bachelor's Degree (Master's Degree in Business or related field preferred)

Minimum of 10 years' sales/commercial experience or equivalent combination of education and experience

Proven track record of developing and leading a team is strongly preferred

Must be comfortable and confident in communicating to all levels of internal and external clients

At Linde, we strive to create a work environment that treats all employees with respect, supports new thoughts and ideas, encourages growth and development, celebrates our differences, and embraces inclusion. Linde is committed to remaining an employer of choice for the diverse, ever-increasing pool of global talent. To learn more, visit About Linde.

We offer a comprehensive competitive benefits package including paid holidays and vacation, health, dental, disability, life insurance, 401(k) (with matching), and pension benefits.

Linde thanks all applicants in advance for their interest; however, only those applicants who are being considered for an interview will be contacted.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, pregnancy, sexual orientation, gender identity or expression, or any other reason prohibited by applicable law.

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