World leader in gases, technologies and services for Industry and Health, Air Liquide is present in 80 countries with approximately 65,000 employees and serves more than 3 million customers and patients. Oxygen, nitrogen and hydrogen have been at the core of the company's activities since its creation in 1902. Air Liquide's ambition is to be the leader in its industry, delivering long-term performance and acting responsibly.
Entity and activity description
Air Liquide Large Industries provides our customers with industrial gas and energy solutions that are vital to their own industrial production. We own and operate over 2,000 miles of industrial gas pipelines in the U.S. supplying mainly oxygen, nitrogen, hydrogen and syngas in large quantities from multiple production sources to major customers in the chemicals, petrochemicals, refining and steel industries. Our pipeline operations and industrial gas production facilities are closely monitored 24/7 within our leading-edge operations control center located in Houston, Texas. Our operations control group monitors over 89,000 data points and assists with product supply and coordination. We are constantly optimizing our supply network to provide high reliability and energy efficiencies allowing Air Liquide to adjust supply needs more quickly and effectively enabling growth to our customers.
Candidate must have valid employment authorization in the U.S. and must not require visa sponsorship now or in the future. This position is not open for non-immigrant visa sponsorship.
Meet or exceed the company's safety standards:
Operate personal, rental or company vehicles in a safe and lawful manner.
Observe all safety rules and environmental regulations at company and customer locations.
Proactively identify and report unsafe conditions at company and customer sites. Assist as needed to correct such unsafe conditions.
Manage Air Liquide business opportunities for industrial gases, utilities, and services for assigned pipeline/on-site accounts with minimal supervision:
Identify and/or generate business opportunities
Prepare and analyze preliminary project economic feasibility studies, utilizing existing employee resources
Present proposed projects to senior management for approval
Lead project team for accepted projects
Prepare and present proposals that meet customer expectations and Air Liquide's business objectives
Write contracts and lead negotiations with customer through to closing
Where appropriate, lead negotiations for key raw materials, e.g. crude hydrogen
Contribute to the 5-year strategic plan for the area
Manage assigned customer accounts and administer contracts:
Optimize and report regularly on the sales and profitability of assigned accounts
Monitor and minimize accounts receivable
Ensure customer database and files are maintained
Renegotiate and extend contracts
Participate in or lead sales teams to grow the Industrial Customer's business (gaseous, liquid, cylinder, etc.) within assigned accounts
Serve as the company liaison for all customer communications:
Develop personal relationships with key customer contacts.
Assist in the development of corporate literature, films, presentations and marketing tools
Share knowledge and experiences with peer group
Maintain current all appropriate information in the competitive database
Facilitate the involvement of World Market Groups with assigned accounts:
Participate in Chemical, Metals and Refining Market Group project teams
Support the Strategic Account Managers
Develop extensive working relationships with the following in order to maximize opportunities for Air Liquide:
Industrial Customers Region Sales
Inform senior management of technical, operations, and financial trends of the chemical, metals and refining industries and/or specific accounts that may affect our business.
Take a proactive role in working with our customers, operations and management to maximize the profitability of company assets.
Bachelor of Science in Engineering (chemical or mechanical), or equivalent.
Master of Business Administration, or equivalent experience (desired).
Five years of commercial experience
Knowledge of customer processes and application of Air Liquide's products and services to these processes
Knowledge of Air Liquide's different air separation technologies and cost advantages and disadvantages of these technologies
Knowledge of Air Liquide's pipeline system dynamics, operations, restrictions and cost factors
Knowledge of pipeline and meter design construction and maintenance
Knowledge of the chemical characteristics of oxygen, nitrogen, argon, hydrogen, carbon dioxide, syngas, carbon monoxide, steam and ozone
Excellent management and negotiation skills and ability to interface in a diplomatic manner with a broad range of people
Ability to recognize and develop product and service opportunities
Free-thinking, innovative, and adaptable attitude toward customer solutions
Ability to function in a highly decentralized team environment with minimal internal structure and extensive flexibility
Ability to train, mentor, and encourage other Air Liquide sales personnel
Ability to perform complex project economics
Excellent verbal and written communication skills
Ability to formalize business relationships and projects through the written contract
Excellent interpersonal skills
Excellent business analytical skills
Ability to travel as needed