Business Development Manager - Home Oxygen & Aged Care

Air Liquide Healthcare Australia are a leading and dedicated supplier of medical gases, homecare and sleep services. We specialise in respiratory diseases and have a strong reputation in sleep diagnostics and CPAP therapy.

The objective of this position is to promote and sell medical gases, medical products, and associated services to healthcare professionals in the Home Oxygen and Aged Care Markets.

This role encompasses business development and account management with both new and existing customers through a systematic approach using ALH marketing tools and process selling techniques.

The role also includes the building and maintenance of strong relationships with State Departments and key stakeholders involved in tendering business, as well as development of relationships with relevant associations, government agencies and stakeholders.

How will you CONTRIBUTE and GROW?

• Responsible for the sales growth and business development of the given territory for the concerned segment(s) of the business

• Responsible for business development by calling on new and existing customers to understand their needs and customise (within marketing guidelines) our services to meet these needs

• Travel between South Australia and Western Australia to support our customers as required, approximately once per month. 

• Maintain a comprehensive database of clients and prospects, with reports on calls and follow-up actions, using the ALH marketing/sales tools. Organise, prioritise and plan ahead to optimise coverage of the highest number of customers and prospects in any given timeframe

• Assist the operations team in planning the future asset requirements to develop the business

• Enter into an efficient selling process with each prospect to create the dynamics leading to the best outcomes for both parties, using process selling techniques

• Enter into negotiations in order to achieve business growth and signature of contracts for ALH, using appropriate agreement templates available in the Company intranet system (AODocs)

• Prepare service offers and quotes using the appropriate templates from AODocs, in compliance with ALH marketing strategies and pricing policies

• Create and maintain excellent relationships with existing customers through regular, planned visits using a CRM to record the meetings

• Build and maintain strong relationships with State Departments and key stakeholders involved in tendering business and other business related activities

• Actively participate in tendering processes

• Attend trade shows and actively participate in promotion of ALH and its products as required

• Compile list of prospective customers for use as sales leads, based on information from business directories, trade shows, the Internet, and other sources in a CRM

•  Get involved in audits of customer holdings, and safety or back-up audits as required

• Organise and deliver training to customers and prospects on safe use of medical gases, integrated cylinders, equipment, etc. using the ALH marketing training materials and guides

• Provide customer service staff with detailed information on new contracts, new customer data and other relevant sales information in order to maintain current information in the ERP system and ensure to correct billing of customers

• Investigate and resolve customer problems together with internal staff. Provide feedback to concerned managers as reported by customers

• Gather information on competitors and the market more generally, for the markets and submarkets we serve. Enter into a relevant CRM program and share it within the organization. 

• Actively participate and contribute to ALH sales meetings and sales and marketing reviews

• Promote a safety culture with our clients and subcontractors

• Comply at all times with the ALH Code of Conduct and more generally with all ALH policies and procedures, and with all regulatory standards and legislations applicable to the role

• Decision Making Authority
  

Decisions

• Autonomously work to efficiently prioritise and plan sales calls

Recommendations

• Suggest improvement on service provided 
• Identify new business opportunities at State or National level
• Provide information to assist with tenders and contracts 
• Provide information on competitors and market

Are you a MATCH?

• Tertiary qualifications or two to four years experience in sales (or equivalent combination of education and experience)
• Successful sales history in service or solutions selling industry (selling with a process)
• Customer service skills: willingness to solve or help solve practical problems with all concerned parties, including internal or external customers
• Ability to effectively prioritise and plan for best outcomes
• Ability to interpret an extensive variety of instructions, manage competing demands and follow tasks to completion
• High interpersonal skills allowing for effective communication with all levels of the medical community
• Ability to learn and be able to then demonstrate usage of technical and medical equipment

About Air Liquide

A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 78 countries with approximately 64,500 employees and serves more than 3.8 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. They embody Air Liquide’s scientific territory and have been at the core of the company’s activities since its creation in 1902.

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.