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ETO Nitrogen Systems Sales Manager
The Engineered to Order (ETO) Nitrogen Systems Sales Manager will be part of a global team who sell engineered to order nitrogen or for a variety of applications into multiple industries such as energy, transportationchemicals, renewables, andagriculture on production sites located offshore and onshore. The customer base is comprised of EPCs, shipyards, energy exploration firmsand petrochemical manufacturers.The ETO Nitrogen Systems Sales Managerwill call on both established and new customers to sell ETO Membrane Systems.The position collaborates with and is supported by a team of process engineers, project managers, product managers, marketing managers, after sales service personnel and other commercial teammembers that may or may not be co-located with the incumbent. They must document all sales activity on CRM and provide regular reporting to senior leadership within a matrixed organization.DIMENSIONS and RESPONSIBILITIES
Position will be accountable for greater than $5MM per annum in sales, including direct selling, channel partners, and technology integrated into larger Air Products equipment.
Primary Position responsibilities are securing new business and serving as primary point of contact for ongoing projects under development and execution.
Key tasks are prospecting, needs assessment, assisting in preparing and presenting proposals, negotiating pricing and terms and conditions, and engaging internal resources.
Technical aptitude required. Opportunities are typically multi-year in length and may involve application specific equipment knowledge, technical services, and integration with multiple products.
Consultative sales techniques require engaging engineers, applications technology specialists, product managers and administration.
Collaborates with GSS Sales team to ensure customer transition from project installation to active end user support.
Collaborates with commercial and product management resources in regional offices around the globe.
Works alongside Business Development team to prepare strategic business plans and identify potential customers / industries for Sales Strategy Development.
Expand the customer network in all categories both onshore and offshore.
Works with Marketing Team and Product Managers to attend Trade Shows and provide valuable input to keep current all customer facing documents and materials.
Adept at working in a matrixed organization. Collaborate with other sales and marketing professionals within Membrane Solutions and Air Products Global Engineering, Manufacturing, Technology and Equipment organization. Interface with and leverage stakeholders in non-GEMTE Air Products business units. PRINCIPAL ACCOUNTABILITIES
Sell new ETO Systems Nitrogen Projects aligned with Air Products Global Policy on Compliance and deliver revenue growth and achieve annual EBITDA targets.
Negotiate and manage EPC relationships, customer contracts and supply agreements.
Interface with Product Managers, Project Team, and Process Engineering to bid projects and manage change orders.
Evaluate and effectively screen opportunities commercially to maximize work efficiencies.
Collaborate with Proposal Manager to offer extraordinarily successful and competitive proposals.
Assess effectiveness of existing sales strategies and identify and develop new strategies to manager commercial risks while maintaining existing customer loyalties.
Application of competitive and market insight to product development team for prioritization and strategy.
Maintain a healthy and current sales funnel and opportunity pipeline documented in CRM and report status regularly to leadership.
Train and assist Inside Sales Manager in documentation and record keeping.
Effectively develop and manage long term global customer relationships that are of strategic importance.
Collaborate with Product Managers and Marketing Manager and Commercial Leader to ensure the ETO Commercial Playbook and customer facing ETO Sales Toolbox is current.
Provide regular financial, workforce and manufacturing forecasting as required by Leadership.
As a part of Air Products Safety culture, candidate must help ensure that tasks are safe and in compliance to achieve a goal of zero accidents.
Support the process of continuous improvement and zero failure as the goal and vision to become the first choice among customers.
Maintain open lines of communication with both internal and external stakeholders as well as consistent and timely responsiveness.
Must be collaborator and a positive contributor to a diverse and inclusive team comprised of a sales managers and support staff located globally.Required Skills/Abilities:
Demonstrated sales success with emphasis on technical content of application and product or working in a customer facing role with end users in technical support, project management or service and installations roles with fluid or gas separation equipment.
Excellent comprehension, written and oral communication and influencing skills in English.
Degree (BA/BS/BEng) with 5+ years of experience with a STEM/ Technical degree preferred.
Candidates with 7+ years Prior Inside Technical Sales or on-Site Technical Service Experience with chemical process equipment or with industrial gases will also be under consideration.
Familiarity with the cultural environments in The Americas, Middle East, Scandinavia, Africa, Asia and Europe.
International travel up to 50% required.
Onsite training required for the first six months and periodic travel to Scandinavia and EU if not based in region.
Possess leadership skills such as setting clear direction and priorities for Inside Sales Manager.
Formal strategic sales training a plus.
Familiarity with Nitrogen systems, EPCs, offshore energy platforms, membrane technology, and inert gas generators are a plus.
Able to learn quickly, think strategically and contribute to multiple portfolios of technical selling.
Hunter mindset interest in learning new markets to expand global customer base.
Experience with CRM or similar customer software system for opportunity pipeline management required.We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance and retirement plans. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.
We are an Equal Opportunity Employer (U.S.). You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.
Air Products is committed to working with and providing a reasonable accommodation to individuals with disabilities. If you have a disability and you believe you need a reasonable accommodation to search for a job opening or to submit an online application, please e-mail us at (e-mail removed) General application status inquiries are not answered by this mailbox rather youll receive an e-mail directly from our Career Center and/or the Talent Acquisition Specialist.