Job Description :
·Focusing on and maintaining client satisfaction through various phases of a project including sales, engineering right through to commissioning.
•Update Business Forecasts in SalesForce.com for your client base minimum on a weekly basis to outline business opportunities, revenues and their predicted timelines.
•Delivering on budgeted / agreed sales revenues/gross margins for UPT SBE’s, while maximizing long and short term profit potential.
•Lead the project development phase, set strategies, define commercial proposition and determine resources needs for all UPT projects
•Review technical proposals and ensure that the right value propositions are highlighted. Work with Engineering, TSE, R&D, Service groups and LST to ensure the same.
•Preparation of Miller Heiman Blue Sheets and setting sales strategies for all key projects.
•Prioritize sales opportunities and bring the project to PITR process for UOP resources allocation.
•Prospecting for opportunities for all UOP businesses with special emphasis on STS opportunities.
•Preparation, negotiation and execution of License / Engineering / Proprietary Equipment, Product supply and Non Disclosure agreements
•Ensure up to date knowledge of UOP UPT and STS product portfolio to identify project opportunities
•Review of commercial terms and conditions for all projects with UPT/LST Sales management
•Negotiate and close sales, managing the agreement preparation or Purchase Order handling as necessary
•Manage the project handover (Sales Order Form, PO Acceptance, win/loss report, Handing Over Sheet to Engineering / Equipment groups) as appropriate
•Assist Customer Order Management team on managing and follow up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent
•Working closely with Project Sales Managers and LST sales Managers as a unified team in identifying and communicating cross SBE project opportunities and setting strategies for the same.
•Plan travel, sales calls to remain within the allocated travel budget
•Ensure that all customer calls, remote of face to face duly recorded in SFDC and weekly as well as monthly target of the same is always met.
•Participation in the Industry seminars and conferences.
•Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s produce/service performance to support market analysis and planning activities
•Ensure HR/HSE policies/procedures are maintained / followed.
Core Competencies :
·Business Focus – Drive for result / productivity while focusing on: Customer Satisfaction, and UOP Revenue
·Leadership – Provide critical support and direction for all sales events. Lead the UOP TSE and commercial teams into setting strategies for each of your projects.
·Global Perspective – Ensure that UOP is delivering integrated solutions to our customers in line with market needs, while managing different cultural and business drivers. Ensure you are upto date on technology advances on UOP technologies and are aware of competitive advances as well.
·Teamwork – Foster teamwork between the different SBU’s working with UOP IPL, while maintaining the highest ethical standards. Ensure diversity influences UOP results in a positive manner.
·Communication – Act as the focal point in the relation between UOP and customers, demonstrate effective communication skills (internally and with customers), and promote continuous information exchange between parties. Set in place a robust documentation process to allow assessment of any project from development, to tendering, to proposal preparation right through to execution.
·Customer Connect- Should be able to maintain excellent relationship with working team in customer organizations at site as well as at their HQ. Maintain connect with Sr. leadership in customer organization. Arrange meetings of UOP management with Customer management.
Basic Candidate Qualifications:
·BE /B.Tech degree in Chemical Engineering
·Excellent communication skills –both written and oral.
·Should be able to adopt communication requirement appropriately when dealing with top management and working level teams both within UOP and in a customers organization.
·Minimum 8 years experience in the Refining and / or Petrochemical Industry. Operations experience will be an advantage.
·Strong Technical Skills
·Self Driven.
·Strong verbal and written communications skills .
Unique Aspects of Position (Travel and timelines):
·Must be willing to communicate with other UOP entities outside of normal Delhi office hours.
·Must be willing to willing to travel for business related purposes as determined by business needs. Typically 30-40% will be travel time.
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