Business Development Manager - ESPS

الوصف الوظيفي
Job Description and Qualifications

POSITION SUMMARY

Purpose

Reporting to the ESPS Regional Manager, the ESPS Business Development Manager is responsible for the development and management of general plant support services and all standard plant sale of equipment sales to third parties within a designated geography.

Nature and Scope

The Business Development Manager will be responsible for the development of their projects from start to finish. This includes confirming scope, developing quotes and negotiating contract closure with the end customer. The role is primarily commercially focused, and although there will be technical support from within the group, there is a need to have/develop necessary technical and analytical skills. Customer engagement is key to drive profitable sales and develop and sustain strong business relationships.

The Business Development Manager will be responsible for profitable new business sales of standard plants, across all technologies (PSA, VSA, PHG, Cryo, H2), all associated customer plant technical services sales, as well as account management for allocated existing contracts. Measurement of success will be against primary commercial goals, flawless execution of projects and effective use of tools and processes as defined in annual reviews.

Travel will be required on a regular basis in order to meet customers. It is expected that up to 50% of working time will be out of office.

DIMENSIONS

Principle Responsibilities

The Business Development Manager will, within the defined geography, have responsibility and accountability for:

New standard plant sales
All associated and stand-alone customer plant support service sales
Management and retention of a defined portfolio (15-25) trading accounts
He will be the single point of contact (SPOC) for all standard plant opportunities and all customer plant technical services opportunities for the designated geography.

He will also have the responsibility for:

Initiating and maintaining a proactive outreach program to existing regional account customers (installed base) and potential customers (competitor plant owners) to offer the range of technical services, training, spares, upgrades and retrofits;
Managing, through CRM Account Planning, a portfolio of ‘standard’ ESPS plant sale and service customers consistent with ESPS and personal goals for each Fiscal Year;
Developing and managing the commercial relationship with assigned EPC companies for proactive engagement of future opportunities; and
Developing and leading periodic regional business unit Industrial Gas (Sale-of-Gas) and/or Joint Venture reviews to ensure alignment for current opportunities and future planning.

المهارات
MINIMUM REQUIREMENTS AND QUALIFICATIONS

Bachelor degree in Engineering (typically Chemical or Mechanical)
Good understanding of Air Products standard plant technology
Account and/or Project Management experience
Effective customer relationship skills
Excellent sales and negotiation skills
Good working knowledge of contractual and financial business requirements
An ability to communicate and negotiate at all levels within the company and with customers, across different national boundaries, cultures and time zones
Ability to handle multiple demands, driven by project as well as off-line commitments
Ability to work to tight deadlines with minimum supervision

تفاصيل الوظيفة
منطقة الوظيفة دبي, الإمارات العربية المتحدة
قطاع الشركة الصناعات الثقيلة
طبيعة عمل الشركة صاحب عمل (القطاع الخاص)
الدور الوظيفي المبيعات
نوع التوظيف دوام كامل
الراتب الشهري غير محدد
عدد الوظائف الشاغرة 1

https://www.bayt.com/ar/uae/jobs/business-development-manager-esps-4540719/