Charles Sanders

Questioner
DISC Type : c

Vice President Of Business Development at Air Liquide

Greater Houston, United States

Overview

Charles Sanders is the Vice President of Business Development for Air Liquides US Hydrogen Energy division, focusing on supplying hydrogen to power fuel cells for transportation. His expertise is in sales, contract negotiation, and developing large industrial gas projects in international environments. He holds an MBA from INSEAD and a BS in Chemical Engineering from Rice University.

He has demonstrated a commitment to community engagement through his participation in a volunteer event to paint public art murals celebrating Juneteenth in Houston. This initiative aimed to raise awareness and foster dialogue around themes of liberation and social justice.

Unique fact: His career spans both the petrochemical and healthcare sectors, including serving as a Regional Director for Air Liquides home respiratory care subsidiary in France.

Personality Overview

Systematic

Cautious & Analytical

Price-Sensitive

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Hydrogen Energy
Currently leads business development for Air Liquide's hydrogen mobility activity, focusing on green energy solutions for cars, trucks, and buses.
Complex Negotiations
Specializes in leading complex, multi-party negotiations for large engineered equipment and potential multi-billion dollar investments.
International Business
His experience includes managing a commercial team with a worldwide territory and serving as a Regional Director in Lyon, France.

Media Appearances

Charles has no verified media appearances

Work History

7-2019
Vice President Of Business Development at Air Liquide
8-2015 - 7-2019
Director, Business Development at Air Liquide America
2-2013 - 8-2015
Senior Manager, New Investments at Air Liquide / EMI (Executing Major Investments)
Commercial Director at Air Liquide / EMI (Executing Major Investments)
Regional Director at Vitalaire

Education

1995 - 1995
MBA from INSEAD
1983 - 1987
Bachelor of Science (BS) from Rice University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Greater Houston, United States Job Level : Senior Designation : Vice President Of Business Development at Air Liquide
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Charles

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Charles take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Charles

Personality Compatibility


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