Major Account Manager in UK

As a Major Account Manager you will be responsible for the strategic targeting, acquisition and ongoing management of Major Accounts in order to profitably grow our Merchant Industrial Gases business. You will work closely with the European and Global counterparts to identify new Major Account opportunities and growth potentials. The Major Account Managers are also responsible for the ongoing account management of the customer base, including price negotiation, development and support of wallet-share growth opportunities in both UKI and other Air Products regions and sub-regions.

As a Major Account Manager you will demonstrate high skill levels of commercial acumen and specialised knowledge of Air Products industry segments and applications. You will be expected to coach and support other members of the extended account management team where required.

A Major Account is typically defined as customer with an annual Merchant Gases spend with Air Products of >£100k per annum, multi-site and multi-product line (i.e. a combination of Packaged Gases, CryoEase, Liquid Bulk, Speciality Gases and Generated Gases). Individual Major Account Manager portfolios will vary in size and market sector based on the experience and knowledge of the Major Account Manager involved.

As a Major Account Manager you will

• Secure and manage long term relationships with existing Major Accounts, including contract renewal, Individual Price Increases (IPI’s), assessment & accountability of profitability and implementation of specific Margin Enhancement activity, and query resolution via regular scheduled stewardship visits.
• Meet profitable volume growth target for existing Major Accounts portfolio through increased wallet share (additional product offerings) and deployment of Air Products Commercial Technology solutions.
• Identify and win new profitable Major and Strategic Accounts in accordance with defined annual targets using a range of resources including own market knowledge, development of prospects through networking at relevant industry body conferences & trade shows, liaison with UKI Marketing resource to identify suitable prospects and collaboration with European and Global Major Accounts team for cross-regional opportunities.
• Produce detailed reporting, including Account Plans for existing customers and Opportunity Pipeline Reports for growth and new business.
• Develop and lead the presentation of Opportunity Summary Documents (OSD’s) for large Major Account opportunities in accordance with the European Delegations of Authority approvals. This may include presentation to Sub-Regional Vice-President or Regional President.
• Active participation in the management of Receivables for their portfolios by liaising with the extended account management team & credit control.

What we are looking for?

• Good experience and demonstrable successful prior track record of selling or account management into business to business markets, using consultative and added value techniques.
• Vocational training in general business skills, included advanced negotiation, would be desirable but not essential.
• High level commercial negotiation skills are essential as this role will require interaction up to board level both externally and internally.
• Strategic mindset to allow appropriate selection of new and growth opportunities.
• High levels of self-motivation and self-direction with a desire and proven ability to achieve within a target driven environment.
• Excellent internal communication and influencing skills to achieve win/win solutions, with strong internal interactions with (but not limited to) Supply Chain, Finance, Credit and Collections.
• Capability of assimilating technical and market knowledge to become a Subject Matter Expert on chosen application and market segments.
• High energy individual, willing to travel extensively within UKI area.
• Good IT skills, in standard Office packages as well as CRM, business reporting (Vendavo, SAP, BW).