Key Accounts Manager

Air Liquide began operations in Malaysia in 1927 and is one of the pioneers of the gas industry in Malaysia. Operating in 11 locations in Malaysia, comprising both sales offices and production facilities, Air Liquide supports our customers through providing innovative solutions at every step of their production, including industrial and specialty gases, energy solutions, application technologies and services. With a strong workforce of 400 employees and business growth through our recent acquisition with nationwide presence, this will provide an exciting experience and journey with the opportunity that is unique yet challenging to gauge the integration and synergy processes that will change the entire competition landscape in Malaysia.

How will you CONTRIBUTE and GROW?

• Builds the Account Plan a. Splits the account in meaningful segments: chooses priorities, aligns resources b. Performs the inventory of account knowledge: analyses relationship with key decision makers and understanding of their key business issues, assesses the competitive situation, c. Planning and validation: proposes strategy, objectives, value proposal and plan to be validated by the National Accounts Director d. Builds Account plan approved by AL management and shared totally or partially with the Account 2. Manages the Account Team a. Identifies account team and involves it in the design and implementation of the account plan b. Creates global team communication of events and cross-fertilisation c. Coordinates sales activities outside his scope of responsibility d. Maintains updated the Accounts Logbook (list of events) using the sales management tool 3. Develops new sales and negotiates major deals a. Detects opportunities to enlarge the Air Liquide offer b. Qualifies sales opportunities with all the involved AL participants c. Drives the sales team and sales process so that they fit best the customer's decision-making process (local and corporate) 4. Builds the customer's loyalty through relationship strategy a. Defines plan for scheduled meetings with the key decision makers b. Ensures that Air Liquide is preceived by the customer as one company globally c. Organizes yearly review committees. Develops a mutual trust base relationship with key contacts at different levels of the account decision chain and covering the multiple departments and sites d. Issues executive summary of account plan for executive meeting purposes 5. Increases the value of account sales and AL strenghts a. Assesses and improves the account profitability per products, contracts and sites b. Assesses and improves the account growth potential c. Asseses and improves the strength of the contracts portfolio (contract duration, price escalation formulas, frame agreements, partnerships...) 6. Reviews the AL offers and contracts a. Drives the offer review process, analyses profitability, feasability of the prepared offer and contracts b. Validates or not according sales policy, HSE regulation and account plan the offers and contracts 7. Reports and communicates the progress and results a. Reports contract signatures to the organization and controls their implementation through appropriate procedure b. Gather sales results, visits reports to maintian centralized dashboard. Makes it available to the account team and the Entity Management
  
  

Are you a MATCH?

About Air Liquide

A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 78 countries with approximately 64,500 employees and serves more than 3.8 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. They embody Air Liquide’s scientific territory and have been at the core of the company’s activities since its creation in 1902.

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.