AIR PRODUCTS AND CHEMICALS, INC.
POSITION DESCRIPTION

II. POSITION SUMMARY
The Equipment Sales & Plant Support (ESPS) Business Area is responsible for regional Americas equipment and after-market services sales of industrial gas equipment and processes to third party customers and Air Products Joint Venture partners. The successful applicant will assist in driving substantial financial growth through boosting sales and forging strong relationships with our customers.

The Business Development Manager will identify target customers, prepare, and present both commercial and technical proposals to customers and Air Products business partners. They will also promote the sale of Air Products Cryogenic, Standard Product, and Hydrogen Services capabilities and will assist in executing work/studies at customer owned facilities. To excel in this role the applicant should be an excellent communicator, good organizational skills, ability to multi-task and have a desire to chase and close new business. This is a regional position, and the Business Development Manager can expect to work with customers, business partners, and Air Products colleagues in North and South America. The incumbent will concentrate on growing our sales of H2 PSAs to third party customers.

III. PRINCIPAL ACCOUNTABILITIES
The business provides a broad range of products and services to the industrial gas industry, including plant sales, operating services, maintenance services, spare parts, plant audits, and efficiency modifications. The Business Development Manager will develop new business and manage the day-to-day activities required to support the sale of services and spare parts to our third-party customers. Travel will be required to meet customers on a regular basis. It is expected that approximately 20% of working time will be out of the office.

• Sales
  • Develop in-depth knowledge of product and service offerings
  • Ability to develop and assess value added solutions for our customers
  • Develop growth strategies and customer engagement plans
  • Proposal generation including commercial and technical phases
  • Pricing and contract development
  • Prepare and present technical capabilities information to customers and business partners
  • Asset management and retaining relationships with existing and new customers
  • Responsible for customer satisfaction from proposal development through project lifecycle

• Marketing
  • Participate in external conferences, symposiums, and other forums to market our standard product plants and technology capabilities

• Engineering
  • Collaborate with Air Products engineering teams to develop the technical sections of proposals and onsite support to meet customer needs
  • Collaborate with Air Products Standard Plant Product team to improve product competitiveness and work processes
  • Develop working knowledge of Air Products Standard Product and Hydrogen technology so capabilities and benefits can be communicated externally

IV. QUALIFICATIONS

• Exceptional communication and presentation skills
• Ability to express technical and non-technical concepts and solutions clearly and concisely
• Asset management responsibilities for project execution
• Excellent organizational skills and ability to work under pressure
• Strong customer orientation
• Ability to work cross functionally inside Air Products
• Entrepreneurial mindset to building the SOE business.
• Strong experience in Product Development to address competitive products.
• Negotiating skills a plus
• Sales experience a plus
• Experience in refining and chemicals manufacturing a plus

V. EDUCATION

• B.S. Engineering degree preferred, MBA a plus
• Background in Industrial Gas Technology (5-10 years in engineering, operations, product development or commercial)

VI. ORGANIZATION
ESPS is part of the Global Engineering, Manufacturing, Technology and Equipment Group.

Air Products is an equal opportunity employer where diversity matters. At Air Products, we work in an environment where diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visit About Air Products

We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance and retirement plans. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.

Air Products thanks all applicants in advance for their interest; however, only those applicants who are being considered for an interview, or are currently employed by Air Products, will be contacted.

We are an Equal Opportunity Employer (U.S.). You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.

41046BR

Full Time

Global Engrg Mfg Technology & Equipment

Equip Sales Plant Support & Global Capital Procurement

North America

United States