Scribd Logo
Upload

Welcome to Scribd!

  • 60 views

    Praxair Account Manager Presentation

    Uploaded by

    puyang48
    Praxair Account Manager Presentation

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd

    Praxair Account Manager Presentation

    Uploaded by

    puyang48
    60 views9 pages
    Praxair Account Manager Presentation

    Original Title

    Praxair Account Manager Presentation[1]

    Copyright

    © © All Rights Reserved

    Available Formats

    PPT, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Praxair Account Manager Presentation

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    60 views9 pages

    Praxair Account Manager Presentation

    Uploaded by

    puyang48
    Praxair Account Manager Presentation

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    You are on page 1of 9

    Account Manager

    Praxair
    Burr Ridge, IL
    April 9, 2008
    Education and Military Experience

    BS Mechanical Engineering Technology


    Virginia State University 2002

    NBC Non-Commissioned Officer


    United States Army Reserve 1992-2000
    Professional Experience

    Project Manager
    Sales Engineer
    Territory Manager
    Business Development Manager
    Regional Sales Manager
    Regional Sales Manager
    Responsibilities
    Manage HX sales of 24 MUSD for Agro Markets
    Manage multiple channels across 10 state territory
    Sales
    Sales/Market Plans
    Management
    Quarterly forecasting
    Pricing strategies

    Ongoing process optimization


    Account
    Management
    Build/Maintain relationships w/ Top Eng/Design Firms
    Contract/price negotiations
    Manufacturing Interface w/ Customer
    Project
    Management
    Drawings/Late Deliveries
    Conflict resolution
    Identify applications for new products
    Product
    Management
    Introduce new products to customer & sales channels
    Technology conversion
    Regional Sales Manager
    Activities & Accomplishments
    Biodiesel Sales 2006
    Drove Technology Conversion
    Secured 5 additional Biodiesel Customer Accounts
    Managed +170% over 2.4MUSD

    New Product Roll Out 2007


    Identified niche application in Ethanol Market
    Planned/drove customer blitz
    Utilized existing customer relationships
    High volume yielded +20% margin profitability

    Total Heat Exchanger Sales 2007


    Bundled offerings
    Managed material price increases
    Presence
    Managed +24.6% over 26.4 MUSD
    Account Manager Strategy

    Establish/Maintain Relationships
    Organizational Structure
    Value Added Support

    Identify Customer Value Drivers


    Customers Business Model
    Manage Value & Price Perception

    Know the Competition


    Competitive Reference Value
    Positive/Negative Differentiation

    Presence
    Account Manager Challenges

    Customer buying behavior


    Competitors willing to buy job
    Consistently create value
    Identifying new applications
    Account Manager Issues

    Administrative Demands
    Application Support
    Over-commitment
    Time management
    Questions?

    Thank you for your time and consideration.

    You might also like

    pFad - Phonifier reborn

    Pfad - The Proxy pFad of © 2024 Garber Painting. All rights reserved.

    Note: This service is not intended for secure transactions such as banking, social media, email, or purchasing. Use at your own risk. We assume no liability whatsoever for broken pages.


    Alternative Proxies:

    Alternative Proxy

    pFad Proxy

    pFad v3 Proxy

    pFad v4 Proxy