Technical Account Executive

7 months ago

Richmond, Canada Air Liquide Full time

The Technical Sales Account Executive is responsible for selling medical gas pipelines and systems (medical air and medical vacuum systems, medical air quality control systems, alarms, outlets, etc.), while cross-promoting Air Liquide’s clinical and medical gases product offering. Serve customers by providing information, product demonstrations, quotations, post delivery/installation support, and generally working to exceed customer needs while maximizing profitability and meeting territorial budget.

The main object and purpose of this position consist in achieving ALC’s sales vision, while promoting safety, quality, awareness and compliance with company policies and maximizing the impact of his/her actions on company sales, prices, competition, and potential customers. The incumbent is responsible for gathering information to develop a market strategy and for managing and planning territory to maximize profitability. The incumbent also writes proposals and negotiates contracts, maintains and increases services to our customers, secures relationships with customers and provides support to the team to achieve objectives.

The position requires a seasoned customer service work ethic with the ability to manage demanding customers in a multi-million dollar portfolio.
- **Develops proposals**:Establishes commercial proposals and negotiates contracts, responding to customer needs. Communicates clearly and succinctly. Presents proposals that respond to customer’s needs.
- **Sells**: Identifies the customers’ needs and decision-making structure, culture and goals. Obtains customer’s commitment, finds creative solutions, takes risks, and makes decisions. Collaborates with internal teams to serve the customer.
- **Ensures customer loyalty**:Develops a strategy to secure customer’s loyalty. As the primary contact between the customer and Air Liquide, the Account Executive identifies issues, communicates with all parties, and solves problems. They improve the quality of business relationships and have a long-term perspective.
- **Collaborates**: Understands everybody’s role within the team. Demonstrates sensitivity to the needs and concerns of other team members. Learns from and builds relationships with other team members. Communicates productively with other departments.
- **Improves Skills**:Presents professionally to the customer at the internal and external level by the development of their knowledge of Air Liquide’s value, products, and services, and the processes in which they are used.

**Key Responsibilities**
- Navigates system of stakeholders such as facility management, risk management, clinicians, purchasers, consulting engineers, and contractors and works with them using collaborative selling methods.
- Actively participates in profile building initiatives by coordinating, attending and exhibiting at select trade shows and conferences, organizing product presentations and Lunch and Learn events. Reports on activities and outcomes by completing the prescribed sales reporting documents accurately and on a timely basis.
- Identifies opportunities by researching the marketplace; medical institutions and provincial government bodies to explore and identify their needs and sales prospects.
- Services existing accounts by meeting with them regularly and as required to provide information on new and existing products and services.
- Presents information on products and services, demonstrating product use and effectiveness, providing quotations, and proposing solutions.
- Meets targets (financial and other) by selling according to business unit sales & marketing plan.
- Assists in the development of sales and marketing plans by gathering marketplace information on pricing, products, new products, the competition, trends, and maintaining historical records on area and customer preferences and sales.
- Keeps management informed by maintaining timely and accurate records of opportunities, activities, and contacts in the CRM database (SalesForce).
- Works in close collaboration with the Medgas Account Executive to better understand customer needs.

**Are you a MATCH?**
- **Experinece**:2 to 3 years experience in industrial/capital equipment sales
- Previous sales experience with the corresponding Health Authorities and acute care facilities is a definite asset.
- **Training**:Selling skills, Quality System (ISO)
- Ability to interpret construction documents, including written specifications and blueprints, is an asset
- Google Apps Suite, metal fabrication, data analysis
- Must hold a valid drivers license

**Travel**:Extensive travel, primarily by road, with overnight stays

**Physical Requirements**:Ability to lift/transport sales equipment up to 50 pounds unassisted.

**Job Types**: Permanent, Full-time

**Benefits**:

- Dental care
- Paid time off
- Vision care

Schedule:

- Monday to Friday

Supplemental pay types:

- Bonus pay

Application question(s):

- Please highlight your base annual salary

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