Activities are performed with the appropriate level of supervision and guidance for the specific grade and level of competence, needs to communicate all activities and plans to the UPT sales management through the Sales Director for the given activity.
Key Success Factors (Key Metrics / KPIs / Deliverables):
§Promote UOP’s portfolio of Technology, Process Equipment, Key Mechanical Equipment and Engineering Services in to Refining and Petrochemical Industries.
§Drive and implement the use of sales tools such as SFDC, MH Blue Sheet and Solution Selling tools.
§Participate in forecasting and other worldwide meetings. Communicate and coordinate with worldwide organization and other regions on international opportunities.
§Meet or exceed annual Bookings target as well as other performance metrics like commercialization of NPI, selling BTI etc.
§Maintain contacts with Strategic Customers and pay regular visits. Develop a clear understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision-making structures
§Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
§Work with other Account team (Account Manager, Service Manager) assigned to the customers in the region to ensure the performance, protocols and expectations of the customers are met when selling UOP Technologies /proprietary equipment to these customers,
§Mentor a small group (2-4) of frontline Project Sales Managers, assist them in managing the customer base for identified customers, complex account management responsibility for the key customer accounts assigned as well as making business decisions, allocate their assignments for efficient covering of the marketplace in discussion with Sales Director and provide feedback on their performance review to Sales Director, as required.
§Assist your matrix reportee in taking identified projects through Sales Intake process and PSSS meeting; pricing/bid strategy meetings; requesting input from Legal and Finance input, preparing and negotiating non-disclosure agreements, produce timely firm commercial offer (fixed price proposal, license and engineering agreements), negotiating and closing deals, purchase order and contract acknowledgement, project hand-over production of order won/lost reports.
§Be a Zealot for Growth - Drive breakthrough regional growth despite market and industry headwinds.
·Develop strong value propositions to ensure more than fair market share in a NPV driven evaluation system
·Develop and drive a strong cadence with the Account Managers and Services Managers in support of regional/ global MOS requirements.
·Drive various BTE/NPI projects in region.
·Responsible for timely identification and communication of market trends, technical developments, competitive activities and business opportunities that will impact the business
·Support in defining market segmentation and other marketing efforts.
·Maintain customer records in Customer Contact Management database (SFDC) per departmental guidelines with emphasis on contacts, forecast accuracy, and call reports.
·Work with the GCC/COM group to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.
·Prepare and present commercial proposals and provide inputs on technical sales proposals.
·Coordinate technical services provision and troubleshooting to customers.
·Develop and present technical presentations.
·Monitor competitive activity and provide information as available while meeting Honeywell’s code of conduct. Provide market share data to industry coordinator annually by deadline requested.
·Forecast annual, monthly and quarterly sales and services revenue and product demand in forecasting system. Update on an ongoing basis for production planning purposes and financial forecasting via SFDC as well as other PT reporting formats.
·Promote a collaborative work environment between UPT & LST to drive functional excellence and growth
·Attend worldwide and regional sales meetings on-line or in person.
·Support departmental Marketing activities (i.e. new product/technology commercialization, surveys)
·Assist in organizing and participate in sales and technical conferences
·Contracts (License/Engineering/Supply) negotiation with customer.
oHS&E Excellence: must have safety as the primary objective, both from an individual and a customer perspective.
oBusiness focus: Have an understanding of the international perspective of UPT business and of UOP's strategic objectives as they apply to the position.
oCustomer Focus: the customer absolutely has to be the Centre of the Universe for this individual and it is an attribute the individual has to drive into the team. An unattended or unaddressed customer need is a lost opportunity. She/he need to understand customer needs, industry trends, macro-economic trends affecting the regions and build executive level relationships with regional customers. Lead appropriate market segmentation across the UOP business to facilitate growth., identify and anticipate customer requirements. Foster relations with UOP’s customers at the working and senior leadership levels to grow UOP business.
oResults orientation - set high standards of performance for self and others; perform tasks outside area of responsibility; put in extra effort to accomplish tasks; maintain a high level of productivity; foster a sense of urgency in others for achieving goals;
oFinancial acumen - demonstrate an understanding of how you contribute to overall success; identify ways to manage risk when making financial decisions; make prudent decisions regarding significant expenditures and accurately forecast major sources of cost, revenue and risk;
oStrategic thinking: Develop regional as well as customer specific strategies on the basis of following:
§Industry, market, and other external business factors
§UOP’s strengths, weaknesses, opportunities and threats
§Competitive landscape
§Government/Regulatory framework
Evaluate and pursue opportunities based on above
oTechno-Commercial Excellence: Ability to understand the technical offering and ability to position techno-commercial viability in different situations. Understand customer’s pain/situation, financial situation and technical constraints in order to prepare a business case to position the offering. Candidate should be able to prepare financial models with various sensitivity cases to ensure that the potential market situations are covered. Candidate should be able to make a business case internally as well externally (with customer) on this basis.
oCommunications: Effective verbal skills; prepare and deliver clear, well-organized messages in one-on-one conversations or in presentations; actively engage the audience’s interest and make appropriate adjustments; use non-verbal behavior to appropriately emphasize key points; answer questions clearly and concisely. Written skills; prepare persuasive written material in a timely and efficient manner that clearly and concisely conveys the message; adapt material to the audience; use the appropriate vehicle to communicate and review other’s work constructively.
oTeamwork: As a matrix manager you must be able to lead and motivate your group by example and promote trust and teamwork. Show consistency among principles, values and behavior; address ethical considerations; confront actions that border on the unethical; communicate without compromising the integrity of the message; do not undermine others for own gain; and do not distort the facts with one’s biases and agendas. Collaboration; Invite and build upon others ideas and input; facilitate the contribution of others; appropriately involve others in decisions; credit others for their contributions; recognize and reward outstanding performance and celebrate team’s success; build collaboration by establishing communicating, and reinforcing shared values and norms; and work to remove barriers to collaboration.
Must Have Skills
· Minimum bachelor’s in Chemical Engineering from a reputed university
· Minimum 15 years of experience with at least 5 years in a sales role (mandatory)
· Industry experience either in technical or operational or business development role in or serving the refining or petrochemical industry is necessary.
Desired Skills
· Knowledge of key UOP processes such as Platforming, Unionfining, Unicracking, Penex, Merox, LAB, Aromatics etc.
· Capability to translate process and product technology into a value proposition based on understanding the customer needs and preferences.
· Ability to think strategically and work independently, while managing multiple & complex opportunities and often under pressure
· High level of self-motivation and initiative.
· Willing to travel 30-40% of time from home location.
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