北京招聘

Purpose
This position is accountable for managing the P&L of Central and Eastern China Liquid Bulk. The incumbent should drive the profitable liquid bulk business growth in the sub-region through leading the liquid bulk commercial team and working with functional support team such as marketing, CT/AT and supply chain execution team. The incumbent will also lead the LB sales and BD to do the small onsite including the Jaguar and GN700 series products.

Nature and Scope

The liquid bulk business is the business to offer bulk storage and distribution solution above 5000L cryogenic tanks to sell liquid oxygen, liquid nitrogen, liquid argon and liquid CO2 in the market.

The Commercial Manager should strive to achieve the best utilization of existing assets to continuously drive profitable business growth of Liquid bulk through working closely with cross functional teams like Production, Supply Chain, Marketing and CT/AT team etc. The incumbent should lead liquid bulk sales team to increase the margin of liquid bulk business and maintain our market share by signing high quality accounts, effective price management, key accounts management and all kinds of margin enhancement activities.

The commercial manager should work with Small onsite and Jaguar commercial manager to develop cross selling of small onsite and Jaguar products line in LB sales team.

As one of products line in the integrated industry gas, the commercial manager should have a deep understanding about integrated gas model, the incumbent need work with PG&CryoEase Commercial Manager, On Site Business Development Team, and Franchise Manager to develop total solution to customer, promote cross selling and increase our market share in the retailer market and drive the growth in the end market. The incumbent should support the GM to manage the conversion between different products line and to drive the profit growth of industry gas business in Eastern China.

This position requires well-grounded technical, commercial, leadership and influencing skills to drive and develop the team needed to stay on course and within boundaries of low cost business structure. The incumbent should have the spirit of continuous improvement to drive the change, develop a disciplined sales team, and increase margin by all kinds of initiatives. It will also require creative approaches to problem solving. Key elements of the role include implementation of corporate strategic planning and implementation, strategic account development, profitable business growth through the rapid loading, pricing improvement and margin enhancement, key account contract negotiations, cost control and management by working across the functional teams in the sub-region.



PRINCIPAL ACCOUNTABILITIES

1. Lead liquid bulk sales team to deliver the results which is set in the operation plan. Drive profitable business growth of Liquid bulk in the sub-region through working closely with cross functional teams to ensure AP has a leading profitable integrated position in the market.

1. Maintain the discipline and achieve the sales excellence through sale efficiency improvement, ensure good training program offered to new sales, and track sales performance through scorecard. Drive the working process efficiency in the entire sales cycle to improve customer satisfaction and internal process integrity.

1. Lead sales team to drive the peak performance to meet customer’s requirements in selling, Marketing, Value-added service and application technology.

1. Work with PG&CryoEase Commercial Manager, On Site Business Development Team, and Franchise Manager to offer total solution to customers, promote the customer conversion based on the margin improvement focus and support GM to maintain the market share and overall industry gas margin in the territory.

1. Drive Pricing Improvement and Margin Enhancement to pass through the cost inflation so as to improve margin. Take proactive and effective way to improve the profit of liquid bulk products line.

1. Work with local operations and supply chain team to execute a disciplined operations excellence business model consistent with all China business model.

1. Maintain accountability for business results – monitor results vs plan and if necessary, take action to stay on course.

1. Responsible for the career development of the liquid bulk commercial team. Provide ongoing guidance and coaching to sales and other team members to improve their performance and get high potential employees ready for bigger responsibilities.

1. Design, support and monitor the implementation and effectiveness of LB SIP program.

1. Support the training program of LB Sales training classes.

JOB REQUIREMENTS

1. Education

University education above (Business or Technical discipline preferred).

1. Work Experience

Total working experience: >10 years.
Years on the commercial role: At least 5 years in industry gas sales field and have 3 year experience on area sales manager role.
English level: English writing and spoken skill.

1. Skills

Understand company core value and can influence team members to follow up the core value and work positively.
Understand the industry gas market and local competition dynamic.
Understand the cost structure of LB business in general and have margin focus instead of volume focus.
Results oriented and can handle clear results driven KPI measurement. Have desire to improve the business performance continuously.
Can drive the change to improve business performance instead of maintain as it is.
Can handle tough situation and make tough decision when facing serious business environment. Can be adapted to highly competitive marketing situation.
Can face customer with enough flexibility and balance well between customer and company.
Have coach skill to lead the entry level sales staffs.
Have leadership to lead an organization with 10-15 sales and inside sales team. Have the enough influencing skill and leadership to navigate the organization and get support from marketing, CT/AT, production and supply chain execution team.

空气化工产品气体生产(上海)有限公司为空气产品公司子公司

About Air Products
Air Products (NYSE:APD) is a world-leading industrial gases company in operation for nearly 80 years. Focused on serving energy, environment and emerging markets, the Company provides essential industrial gases, related equipment and applications expertise to customers in dozens of industries, including refining, chemical, metals, electronics, manufacturing, and food and beverage. Air Products is also the global leader in the supply of liquefied natural gas process technology and equipment. The Company develops, engineers, builds, owns and operates some of the world's largest industrial gas projects, including gasification projects that sustainably convert abundant natural resources into syngas for the production of high-value power, fuels and chemicals.
The Company had fiscal 2019 sales of $8.9 billion from operations in 50 countries and has a current market capitalization of about $50 billion. More than 17,000 passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and address the challenges facing customers, communities, and the world. For more information, visit *******************.

关于空气产品公司
空气产品公司（Air Products, 纽约证券交易所代码：APD）是一家世界领先的工业气体公司，拥有近80年的历史。公司专注于服务能源、环境和新兴市场，为包括炼油、化工、金属、电子、加工制造和食品饮料等众多产业的客户提供生产所必需的工业气体、相关设备和应用专业技术。空气产品公司也是一家全球领先的液化天然气工艺技术和设备供应商。公司同时还开发、设计、建造、拥有并运营着一些全球***型的工业气体项目，包括气化项目。这些气化项目以可持续的方式将丰富的自然资源转换成合成气，用于生产高附加值电力、燃料和化学品。
  
2019财年，公司在50个国家和地区的运营销售额达89亿美元，当前市值约500亿美元。其全球来自不同背景的1万7千多名充满热情、富有才华和忠诚敬业的员工在空气产品公司更高目标的引领下，致力于创造创新的解决方案，助力环境改善，增强可持续发展，并解决客户、社区及全球所面临的挑战。欲获得更多信息，请登陆公司中文网站：********************** 或关注“空气产品公司”中国区官方微信。