Air Liquide Romania has been present in the domestic market since 1999, and is a nationally recognized gas producer and supplier of technologies, services and gases for the food and beverage industry, large industries, the automotive industry, healthcare and the environment. Air Liquide Romania has a team of nearly 80 employees serving industrial customers.
How will you CONTRIBUTE and GROW?
The Market Development Manager will be instrumental in Air Liquide's growth in the Industrial Gas Market for Bulgaria & Romania and the broader South East Europe region. The manager works in close proximity with national sales teams, Business Developers, Bulk & PG Product Marketers, EIM, and Legal counsel to actively drive business growth. The main challenge is to drive and/or initiate Industrial Gas sales (mainly Bulk) in areas where AL has a relatively lower Market Share.
1. Lead Management & Commercial Planning
Increases the quantity and quality of the opportunity pipeline by generating and qualifying leads, and closing deals.
Creates and manages lead campaigns in CRM.
Organizes and pilots the commercial plan of actions in the district.
Analyzes the district market, considering trends and competition (loss).
Elaborates a yearly action plan aligned with the affiliate's Marketing, Pricing, and Sales roadmaps, considering local market characteristics.
Identifies and scores the potential of customers and prospects in the district.
Maintains customer data with discipline and accuracy through systematic CRM input.
Proactively interfaces and collaborates with sales and marketing colleagues to define the best approach for customer satisfaction.
Manages the portfolio of existing customers, especially to leverage growth opportunities and expand existing business.
Implements price-campaigns in an organized manner.
Renews contracts and supports price action plans.
Contributes to reducing overdues.
Identifies new opportunities and leverages digital/inside sales opportunities.
Realizes efficient visits and pursues business targets.
Applies the deployment marketing plan, specifically for campaigns, and rolls out Catalog offers.
Captures opportunities through proactive detection within the commercial plan.
Emits offers to decision-makers through the internal review process.
Negotiates and signs standard contracts, ensuring proper system input in line with commercial policy.
Identifies items of customer dissatisfaction and monitors their resolution with the support of customer care and logistics.
Acts directly with the customer for the resolution of commercial claims.
Acts as an offer designer under the accountability of the market manager when requested.
Defines offer components based on the value proposition for new offers, and reassesses components for existing offers requiring adaptation.
Checks the feasibility of offers with technical and industrial experts, and determines the total cost and pricing policies under product management direction.
Selects or adjusts distribution channels and points of sale.
Prepares contractual specifications validated by the Legal department.
Ensures compliance with Q/HSE/MR internal rules, regulations, quality assurance, HACCP, GMP, etc., in cooperation with industrial teams.
Performs gap analysis for large-scale implementations and prepares sales pitches and training modules.
Accountable for lead generation, qualification, and follow-up.
Accountable for business development by visiting and consulting customers up to the signing maturity level.
Accountable for the selection process to choose the most interesting opportunities according to the value provided (score card system).
Accountable for rolling out action plans for new offers.
Are you a MATCH?
Master's or Bachelor's degree in Business, Engineering, or Fundamental Science.
Languages: Advanced English proficiency. Additional language proficiency from the South East Europe region is a plus.
At least 3 years of Sales / Business Development experience, coupled with technical experience in the industrial gas industry.
Functional Skills:
Familiarity with technical skills in key application domains
Software proficiency: CRM, Google tools, PowerBI
Marketing Competencies including SWOT, Positioning, Pricing, Branding, Persona, Digital Marketing, and Communication.
Knowledge of applicable environmental regulations, gases, materials, gas applications, and services.
Knowledge of the commercial policy, the customer's business within its market, and the competition.
Knowledge of onsite business (technical assets, contractual set-up including risks and liabilities).
Understanding of the internal decision-making process
Soft Skills:
Problem-solving: Ability to identify, analyze, and solve problems.
Adaptability: Ability to adjust to change, new situations, and new cultures with ease.
Teamwork: Working collaboratively with others to achieve a common goal.
Conflict resolution and Negotiation: Ability to manage, negotiate, and resolve conflicts effectively.
Cultural competence: Ability to interact effectively with people from diverse backgrounds.
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.
Skills Required
- Master's or Bachelor's degree in Business, Engineering, or Fundamental Science
- Advanced English proficiency
- Additional South East Europe language proficiency
- At least 3 years of Sales / Business Development experience
- Technical experience in the industrial gas industry
- Familiarity with technical application domains relevant to industrial gases
- Software proficiency: CRM, Google tools, PowerBI
- Marketing competencies (SWOT, Positioning, Pricing, Branding, Persona, Digital Marketing, Communication)
- Knowledge of environmental regulations, gases, materials, gas applications and services
- Knowledge of onsite business, technical assets, contractual setup, risks and liabilities
- Understanding of internal decision-making processes
- Problem-solving, adaptability, teamwork, conflict resolution and negotiation skills
Air Liquide Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Air Liquide and has not been reviewed or approved by Air Liquide.
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Healthcare Strength — Health insurance and life coverage are broadly provided under a global common care baseline that includes inpatient and outpatient healthcare. Dental and vision coverage are present in many locations, and short-term disability provisions have been enhanced.
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Parental & Family Support — Policies provide at least 14 weeks of fully paid maternity leave globally and paid parental leave for non-birthing parents in the U.S. Childcare benefits are available in some countries as part of the package.
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Strong & Reliable Incentives — Annual incentive bonuses, performance bonuses for exceeding goals, and profit-sharing are integrated into the total rewards structure. Feedback suggests additional earning avenues like overtime can further augment pay in eligible roles.
Air Liquide Insights
What We Do
A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 75 countries with approximately 66,400 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.
