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Manager, Business Development

4 months ago

Naperville, United States Messer North America, Inc. Full time

**Job Summary**:

- Responsible for creating new business opportunities, leading, developing and delivering the growth targets in the Region as defined by the Director.
- Regional Sales focused on new business to accelerate profitable sales growth, and improve new business hit rate, in collaboration with the existing sales and marketing organization. This position is primarily a regional new business Hunter role. To meet or exceed sales plans, driving profitable sales growth of products.

**Why Messer?**

Messer is the world’s largest privately held industrial gases company and what we do matters because it is woven into every part of life, from the medical gases that patients rely on to the essential elements needed to safely and sustainably produce the goods our communities depend on.

The true strength of Messer is our people—at every level and in every role.

Join us and take pride in the impact you will make by providing solutions essential to our world and lives. Reach your highest potential at our stable, inclusive company with diverse opportunities in a growing industry, supported by people who care.

Messer stands apart because we put what matters first, and you matter.

**Principal Responsibilities**:
**Responsible for winning defined New Business targets for Bulk Direct business in the Region. (Business Development) And selectively drives Renewal Targets to successful conclusion.**
- Collaborates with existing Sales and Marketing teams to drive Messer's differentiation and win new agreements with customers as defined by the Director Regional Sales
- Selectively lead and deliver Renewal opportunities (Account Management) as defined by the DRS (Director Regional Sales).
- Utilize financial and business acumen to make good commercial decisions; masters ROC Tool and other profit tools.
- Understands plant costs of loading and impact of volume on
- Understands relevant Value Propositions and utilize effectively to extract fair share of value for Messer.

**Future development and growth of the business in the Region (10-3-1)**
- Drives opportunities and solutions regarding: Market segment strategy, economic trends and market conditions, account strategies, investment and new business opportunities within the Region
- Provides customer/market feedback to incorporate into Industry Segment strategy (Business Development)
- Inputs to and executes strategic plans for markets segments, products, and specific account strategies for customers and prospects within the Region (Business Development)
- Develops and executes account plans for individual customers and prospects, and SMART goals in place to deliver new business wins and selective renewals of existing customers as defined by the DRS
- Masters negotiation skills, demonstrates thorough understanding of complex, non-standard terms and conditions through legal and delegation of authority process; masters Messer agreements
- Inspires collaboration and team selling leveraging Industry Teams, Key Customer Managers, On-site Business Development and Inside Sales as well as other Messer assets to optimize business results.

**Deep Customer & Competitor Insight**
- Keeps abreast and up to date on customer and industry news, updates, and impending events that relate to defined targets (Explore)
- Ensures decision maker/signature level influence and penetration recorded for each Messer opportunity
- Can anticipate competition's probable sales strategy through own business acumen, including understanding of Messer's and competitors' plant and logistics.
- Leverages or calls upon Director Regional Sales, Vice President - US Bulk Sales, or other Messer Exec where needed with key prospects or customers (Messer Pro)
- Develops deep relationships with key stakeholders across the customer organization and facilitates strategies to enable other Messer team members to do the same.
- Manages and mitigates identified account risks associated with defined renewal targets in the Region (At Risk Profiler)

**Provide visible leadership with Messer Pro Sales Process**
- Demonstrates consistent use of MesserPro, and is MesserPro certified
- Regularly uses the following tools: Account Action Plans, Opportunity Roadmaps, At Risk Profiler, Pre-call plan and questioning strategies, Post call reviews to evaluate sales calls

**Customer Data Maintenance**
- Expects accurate, timely, and complete customer and prospect information in Sales com (CRM) so account history is easily retrievable and accessible

**Required Qualifications**:

- Bachelor's Degree in sales, marketing, finance, or technical discipline, MBA desirable
- With at least 7 years of experience in field sales required in gas industry, chemical/other manufacturing
- Functional skills: Selling skills and negotiations, Problem solving, Written and oral communication, Product/Process knowledge, Continuous learning, Time and territory management (e.g. ABC Theory), Customer Relationship Management, Planning and organizing (co