UPT Project Sales Manager
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الوصف الوظيفي What Will You Be Doing Every Single Day? · Delivering on assigned annual sales targets (bookings). Delivering bookings is one of the key elements of the Project Sales Manager role. · Maintaining accurate Business Forecasts in Salesforce.com (SFDC) with focus on project close dates, accurate probabilities for UOP success (including “call”) and accurate representation of expected UOP fees. Maintaining an accurate forecast is one of the key elements of the Project Sales Manager role. Work with Credit & Collections to ensure timely payments and recover past dues in line with company’s working capital guidelines · Fostering relations with UOP’s customers at the working and senior leadership levels to grow UOP business. Relationships will be a key element for personal and UOP success in the region · Develop a clear understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision-making structures · Growing the pipeline of project opportunities by leveraging a combination of relationships; solution selling skills; and value selling through a knowledge of UOP’s offerings · Organizing and leading internal RFQ/proposal review and pricing/bid strategy meetings· · Leading the project opportunity through prospecting, value proposition development, and setting Technical and Commercial strategies · Using solution selling and Miller Heiman tools for strategy development in accordance with guidelines. · Lead preparation of commercial proposals with the assistance from the respective business. sales support, engineering, R&D;, service groups, and wider Honeywell organization. · Lead negotiation and execution of License / Engineering / Proprietary Equipment and related agreements along with review of received Purchase Orders. Processing all these documents through SFDC through to acceptance, execution and receipt of payments. · Ensure up to date knowledge of UOP’s refining, petrochemical, and sustainable technology portfolio to identify project opportunities. · Assist with managing and follow up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent. · Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s produce/service performance to support market analysis and planning activities · Ensuring maximum pull through of UOP equipment in all sales events · Ensure Honeywell UOP business operating guidelines, HR/HS&E;policies/procedures are maintained / followed. · Maintaining all records necessary to document various stages of a project such as project development. Tender reviews, internal strategy discussions, client meeting notes etc for every project. · Actively take lead or participate in organizing workshops, seminars and other customer awareness initiatives in the region to promote new products or new business initiatives as applicable. المهارات · Minimum bachelor’s in Chemical Engineering from a reputed university · Industry experience either in technical or operational role in or serving the oil refining or petrochemical industries is necessary. · Minimum 10 years of experience with at least 5 years in a sales or commercial role. · Ability to think strategically and work independently, while managing multiple opportunities and often under pressure · Previous experience handling UOP Technology is desirable. · Fluent in written + spoken English and knowledge or Arabic is desirable · Good presentation skills, verbal and written communication skills · High level of self-motivation and initiative. · PC literate with excellent computer skills in a Microsoft environment · Willing to travel 50% of time from home location تفاصيل الوظيفة https://www.bayt.com/ar/uae/jobs/upt-project-sales-manager-4495171/ |
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