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Business Development Manager - ESPS

1.00 to 10.00 Years   Dubai, United Arab Emirates   27 Jun, 2022
Air Products (Middle East) FZE
1 Jobs Openings
Job LocationDubai, United Arab Emirates
EducationNot Mentioned
SalaryNot Mentioned
IndustryHeavy Industry & Metallurgy
Functional AreaNot Mentioned

Job Description

and QualificationsPOSITION SUMMARYPurposeReporting 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 ScopeTheBusiness DevelopmentManager 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.DIMENSIONSPrinciple ResponsibilitiesThe 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.

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