The candidate is expected to engage actively with the senior country management (stakeholders, influencers) of existing customers and facilitate senior level engagement between Customers' and Linde's executives. The candidate will also support the process of commercializing onsite investments in the area closely working with the appointed Directly Responsible Individual (DRI) for such commercialization.
Key Responsibilities:
Actively develop and manage account plan for each onsite customer in the area.Ensure focused, tactical customer engagement plans and strategy is in place for each account, that strengthens Linde's positioning with the customer.Ensure best practice/ standardized methods and tools introduced or rolled-out from Global Governance Council or Regional Teams are adopted and followed.Communicate regularly or during critical phases (e.g. supply crisis, new business opportunity) to key internal stakeholders with recommendations for actions/ decisions.Ensure contract renewals (and new contracts as applicable) are negotiated on a timely basis; bringing in functional expertise (e.g. market intelligence, industry insights/trends, best practice in contracting) from other parts of Linde Group (e.g. Opportunity & Project Development team; Corporate Strategy & Market Intelligence team) as appropriate.Proactively participate with the Opportunity & Project Development team on business development activities in the area from identifying an opportunity through contract negotiation and award.Contribute to the business development process by ensuring that the value of local customer relationships and local strategic issues are incorporated into the development of investment opportunities.Actively support and develop together with the Operations team opportunities for optimization of production at the sites to meet Linde's key obligations under the supply agreement with customers as well as for profit improvement. Where necessary to negotiate with customers to maximize value.Work closely with FiCo and Operations team to ensure error free monthly invoicing to customers and price escalations passed in a timely manner to customers.Lead/Support the development of business case (NPV, IRR) for incremental business with existing or new customers, following FiCo guidelines for such evaluation.Lead the development of Linde's onsite business strategy in the area and support the development of such strategy for the country.Provide, proactively inputs to the investment approval process during evaluation and implementation phase for timely submission of the required documentation.Lead the improvement of account management processes in the area.Deliver planned profitability (business case and annual plan) for the accounts. Required Key Skills:
Sound understanding of key terms & conditions and risks embedded in long term supply contracts.Adequate understanding of building and evaluating business case models (MS Excel).Basic understanding of cryogenic and HyCo technologies and drivers of costs and efficiencies is a plus.Ability to negotiate with customers to enforce supply agreements and where required reach amendments/ settlements reflecting Linde's costs and generating value (NPV, Accretive Margin).Financial acumen: sound understanding of key elements of Profit & Loss Statements, Balance Sheets and Cash Flows.Robust analytical skills combined with creative problem-solving skills.Ability to influence and develop strategic relations with customers.Working in a matrix, cross functional, team-based environment.Willingness to acquire insights on industry developments and customer end markets. Required qualifications/experience
University degree (preferably technical).Advanced degree (MBA or technical) is a plus .Fluent in English, speaking local area language is preferred.5 - 10 years of experience in commercial and technical role in an industrial company, preferably with experience of long-term supply contracts and negotiation.Knowledge of end-market value chain preferred (e.g. steel, petrochemicals, oleochemicals).Understanding of ASUs, N Plants and HYCO plant operations is a plus.