Medical Account Manager
Air Liquide - San Francisco, CA

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Air Liquide is the world leader for industrial and medical gases. Air Liquide Healthcare America Corporation (ALHAC) supplies bulk and cylinder medical gases and related services and equipment to more than 2,000 customers, hospitals and other medical institutions throughout the U.S. Air Liquide Healthcare America is actively seeking a Medical Account Manager in Northern California (Bay Area). The individual will perform (but not be limited to) the following responsibilities:

Generate Profitable New Business:
•Seek out and secure new customers
•Identify prospects
•Prepare proposals detailing benefits and costs of a new/enhanced product and/or equipment application
•Identify and assist in securing new multi-location business for Air Liquide; manage multi-location business headquartered in territory
•Solicit new business following the parameters set by management
•Explain and promote technical details of proposed product applications and technologies

Service Existing Accounts:
•Serve as the primary contact for customers within an assigned geography
•Monitor the resolution of customer issues
•Expand and develop contacts at customer locations
•Expand Air Liquide's presence by adding new products and services
•Implement account strategies
•Work with customer to ensure positive customer satisfaction survey results
•Assist existing customer by providing technical solutions for existing processes and recommend and implement new and existing technologies to improve customer's competitiveness (thereby growing the existing business base)

•Sign new value-based business
•Increase sales volume and profitability for a specified market in the assigned geography
•Increase market share of new and existing customers

Plan and Report:
•Develop and document pricing and retention strategy over contract life
•Develop and document product introduction strategy over contract life
•Gather and document competitive intelligence

•Identify and coordinate Air Liquide resources
•Improve portfolio profitability
•Represent Air Liquide within a given geography
•Update customer information
•Improve customer satisfaction
•Assist Strategic Account Management Team within a given geography

Personal Development:
•Increase knowledge of new applications and associated potential

General Requirements:
•Uses "value-based" approach as main sale strategy
•Ability to work alone as well as in teams. Ability to work with little supervision demonstrating initiative to drive sales and account maintenance proactively
•Ability to effectively communicate with employees at all levels of the organization
•Excellent written and oral communication skills
•Demonstrate strong commercial skills and ability to manage projects from the proposal preparation to completion
•Ability to interface with management relative to customer concerns and resolve issues using diplomacy and tact
•Demonstrate knowledge of Air Liquide, our products and service offerings
•Demonstrate working knowledge of software packages such as Microsoft Office
•Demonstrate ability to organize and prioritize multiple projects
•Demonstrate understanding of company, organization structure, vision, mission and strategic objectives
•Proven business skills especially ability to work within profitability parameters to improve results; strong knowledge of competitive business in industry
•Ability to utilize resources from other groups/departments within company
•Light work
•Tour customer production facilities/site surveys
•Conduct cylinder audits
•Travel within territory with some overnight travel