An Excellent career opportunity is currently available for Technical
Sales Support Specialist – Gurgaon, India within UOP’s Process Technology &
Equipment organization. The position will be based in Gurgaon, India.
A customized training program will be developed as required for the
successful candidate.
Key Position Accountabilities
The Technology Specialist role will act as a Proposal Manager for Hydroprocessing technologies (which includes but not limited to Unionfining, Unicracking, UOP Co-processing, UOP FT Unicracking and associated technologies). The goal of the specialist is to significantly increase UOP's share of Hydroprocessing technology licensor selections.
The Technology Specialist will participate in setting the technical strategy for sales opportunities, develop proposal and product value propositions. In addition, the specialist will participate in voice of the customer exercises to obtain feedback on our offerings, their quality, and how well we are meeting (and understanding) customer needs; obtain and report on competitive intelligence; competitor strategies and products, market demands, and trends.
Technology Specialists are part of the Project Technology Group (aka Technical Sales) within UOP's Process Technology and Equipment business unit. The Projects Technology Group provides design concepts, optimized designs, and technical sales support to UOP's customers.
The Technology Specialist is recognized as a leader in Hydroprocessing technologies, combining a high level and broad scope of capabilities and knowledge. In addition, the individual will maintain a thorough knowledge of the entire product line, concentrating on the assigned area of focus, and become recognized internally and externally as a technology expert.
The Technology Specialist should understand and leverage knowledge of competitor’s technical offering, strategic business objectives, positioning, decision making process, technical strengths and weaknesses, their position in the market and strategy; usually able to use those details to develop and articulate a differentiated solution and generate a quantified UOP value proposition relative to the next best alternative.
The Technology Specialist will participate on best practice teams and develop/improve tools for improved sales support efficiency.
The Technology Specialist will also act as the primary person to develop and generate performance Yield Estimates for Hydroprocessing technologies.
The Technology Specialist must be familiar with guarantee guidelines and exceptions process, will be able to customize guarantees to requirements of project and takes competitors’ positions into account. The technology Specialist should be having sound understanding of principles relating to relevant agreements and should be able to contribute to relevant sections of agreements with minimal guidance.
Technology Specialists supplements personal capabilities with UOP/HON internal and external multi-functional resources and leverages multiple-functional insights, including NPI, to build business at customer organization effective strategies, develop compelling technical solutions and execute plans.
The Technology Specialist will drive key development projects in Hydroprocessing technology area as well as in infrastructure activities for future sustainability in terms of E6 mechanism, carbo footprint reduction etc.
Key success factors in this position include:
Ability to develop new and revamp unit yield estimates (estimated yields, estimated product properties, operating conditions, catalyst requirements, estimated catalyst losses, Product recovery etc).
Ability to develop UOP technology proposals which address customer needs and information requirements and position UOP favorably versus technical offerings from competing licensors.
Ability to interface among multi-disciplinary teams across the organization and across different office around the globe.
Ability to work with Engineering to establish appropriate Basis and Scope for a given project, facilitate the transition of projects from Sales to Engineering, and participate in project kickoff meetings.
Leads post-mortem project analysis on key wins and losses, in the respective area to ascertain reasons for win/loss and make recommendations to improve future sales efforts. Lessons learned will be fed back to Global Technology Manager and Product Manager for subsequent analysis.
Ability to create clear and concise messages; presents solutions and value propositions in the customer’s and stakeholder’s language while displaying what makes UOP/HON a unique partner for the business.
Strong passion for winning and ability of making faster decision would be key for this role.
Past direct experience in customer interfacing, involvement in technical proposals, understanding and implementing bankability studies to provide right value to our customers, in-depth knowledge on guarantee exception process would be preferable.
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