Territory Manager

**Job Description and Qualifications**
- Air Products Canada Ltd., a wholly owned subsidiary of Air Products and Chemicals Inc., has manufacturing and distribution operations in Quebec, Ontario, and Alberta. Air Products core industrial gas business provides atmospheric and process gases serving a variety of customers in 50+ countries, including refining, chemical, gasification, metals, electronics, manufacturing, food and beverage, welding, and healthcare.
- Air Products and Chemicals, Inc. (NYSE:APD), a Fortune 500 manufacturer of industrial gases, has an immediate opening for an Financial Analysis and Planning Controller. This will be based in our Mississauga, ON Region.The Territory Manager - Eastern Canada will report to the Commercial Director - Canada and be responsible for driving superior sales performance for a significant area within the defined geography by coaching and developing his/her direct reports including Quebec based Liquid Bulk Account Managers and Ontario and Quebec Microbulk Sales Representatives. The Territory Manager’s role will be to strengthen the sales model, build distinctive capabilities among his/her people and increase focus and accountability in the geography. Primary performance objectives for the Territory Manager will be to deliver revenue growth (signings) through new and existing customers, ensuring high retention/renewal rates and securing value via effective pricing and terms.**RESPONSABILITIES**
- Identify and execute opportunities to deliver revenue growth and achieve annual EBITDA targets.
- Develop and execute SOP for the Territory, leveraging resources and assets to provide Air Products with competitive advantages.
- Grow profitability and market share through new business development, contract renewal signings and meeting or exceeding pricing/margin targets.
- Proactively identify and develop strategies to manage commercial risks, protecting the base business.
- Effectively develop and manage high quality, long-term customer relationships
- Co-develop and/or strengthen sales force processes and capabilities across the team, bringing outside experiences and best practices to improve team performance.
- Lead and participate in full life cycle of sales, including but not limited to: prospecting, pricing, presentations, negotiations, in person client meetings, proposal writing, relationship building, closing and account management.
- Maintain an active presence in the field mentoring, coaching and developing Liquid Bulk and Microbulk field representatives and Central Sales account managers.
- Drive success through a network of colleagues that include FAMs, Liquid Bulk and Micro Bulk Account Managers, Commercial Technology, Central Sales, Product Management, Engineering, Logistics and at times their global counterparts.
- Hiring, training, managing, coaching, developing and mentoring the Liquid Bulk & Microbulk Sales team in the Territory to achieve geographic sales budget objectives, specifically, new business signings, and price management targets
- Make front-line assessment of market conditions and advise company leadership and marketing staff of findings.
- Build and maintain ongoing awareness of new products and services, competitor activities, and other research.

**JOB REQUIREMENTS**
- Bachelor's degree in business or engineering preferred
- A minimum of 7-10 year experience with significant time spent in, or in-depth exposure to, the Industrial Gases business preferred
- Prior assignments of significance in Sales, Sales Management and/or Product Management, Commercial Technology and Marketing
- Demonstrated ability to lead a team of direct reports
- Bilingual (French/English) written & spoken is required
- Strong leadership, influencing and interpersonal skills
- Strong commercial aptitude, including contract negotiations and the proven ability to close deals.
- Must be a self-starter with strong problem-solving and critical thinking skills.
- Excellent writing, presentation and communication skills to interact with stakeholders
- Ability to travel frequently within Quebec and Ontario. Considerable amount of driving.
- Air Products offers a comprehensive benefits package including paid holidays/vacation, affordable medical, dental, life insurance and retirement plans.
- We thank all applicants in advance for their interest; however, only those applicants who are being considered for an interview, or are currently employed by Air Products, will be contacted.**Req No.**
- 40141BR

**Employment Status**
- Full Time

**Organization**
- Global Industrial Gases

**Business Sector / Division**
- Industrial Gases Americas

**Region**
- North America

**Country**
- Canada