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At Air Products, our purpose is to bring people together to reimagine whats possible, collaborate and innovate solutions to the worlds most significant energy and environmental sustainability challenges. Grow with us as we embark on building tomorrow together by being the safest, most diverse and most profitable industrial gas company in the world.


Reimagine Whats Possible




As our Onsite Account Manager, you will:


Manage the commercial aspects of a defined portfolio of small to very large onsite generation assets (both Cryogenic and Non-Cryogenic) installed at customer sites under long term supply agreements to maximise their EBITDA and minimise disruption to the supply chain

Be responsible for the financial performance of the assets, application of the contacts (with responsibility for managing the consequences of any failure to meet contractual requirements) and the identification of performance improvement opportunities


Be the commercial single point of contact for the customers and will be responsible for relationship-building and for development of new opportunities with the customer such as contact rolls and expansions. You will have responsibility for commercial negotiations with the customer as well as leading the financial analysis and senior management approvals of the proposed deals, liaising with Business Decision Support and financial analysts

Internally you will regularly interface with senior management, such as regional and sub-regional VPs and will present and justify investment cases and business decisions. Equally you will interface with CEOs of customer companies to close business deals or discuss and negotiate to resolve business issues


Manage Air Products teams by influence to ensure the continued professional maintenance and the operational performance of the units, including the provision of adequate back-up liquid. You will be responsible for escalating issues and following through to expedite and ensure their resolution. This will often require the demonstration of a strong technical understanding of our operating units and of the project execution work processes as well as an ability to direct an extensive network of supporting teams

Pro-actively develop and follow up a selected portfolio of identified Sale-Of-Gas business development opportunities within our Tonnage and Generated Gases offerings across all air separation technologies and all industry sectors to meet the Companys targets to deploy capital and strategically invest in profitable growth projects in the UK and Ireland


In addition to account management activities, you will be required to know their customers by developing and maintaining a network of contacts within customer organisations, understand customers processes and development plans, as well as present and future requirements for industrial gases. This also requires initiating conversations around sustainability and energy transition plans and follow-up to demonstrate how Air Products could add value, involving technology and business development colleagues as required

As part of this you will be required to know the industry and develop a network of industrial contacts and prospects and be aware of new developments within the assigned geography. This may involve participating in local industries associations and events. You will bring any identified opportunities to the large business development team for appropriate follow-up



Requirements:

Good experience in business or functional roles.
A broad understanding of APs business operations combined with seasoned commercial and negotiation skills to provide the required level of direction and input to Customers, other Sales Teams, and the Engineering/Production Organisation.
Proven experience in a customer-facing role would be beneficial but not essential.
Experience with negotiation face to face and via telephone preferred.
Strong written communication skills.
Self-motivated independent worker who can work remotely and able to travel frequently
Able to work at pace under pressure balancing competing priorities.
Ability to develop a detailed technical understanding of the product range.
Proven commercial skills in deal-making, asset optimisation and financial structuring that will allow you to secure high value contracts at profitability levels that justify the associated capital investment and resource commitment. This must be accompanied by attention to financial detail with a sound grasp of P&L, cash flow analysis and related financial tools.
The experience, knowledge, and maturity to provide the necessary direction and leadership to a broad business team, influencing and leading cross functional team members to ensure required buy-in to meet objectives.
Confidence to present to the senior management team (including regional and sub-regional VPs) when seeking approvals for deals and to present/hold discussions with customers at senior board level.
Confidence to network effectively in the region and represent Air Products to existing and potential customers at engineering and senior board level with knowledge of Air Products technical offerings, especially around sustainability and energy transition expertise
Education to degree-level, ideally qualified in engineering
Valid drivers licence


We are the worlds largest hydrogen producer with over 80 years of industrial gas experience. We are hydrogen and industrial gas experts delivering safe, end-to-end solutions, investing in real, clean energy projects at scale, and driving the industry forward to generate a cleaner future.

At Air Products, we work in an environment where we put safety first, diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visitAbout Air Products.