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Large Plant Business Development Manager: ESPS Region EMEA - CIS

Job Description

The Large Plant Business Development Manager, CIS Region, is responsible for equipment and services sales to third party customers and Air Products joint ventures of industrial gas equipment and processes for large or strategic project opportunities in the CIS region.  Large projects will have SOE revenue typically ranging from $10 MM to $500 MM.  One of ESPS’ growth initiatives is to develop the Equipment Sales and Services business whereby Air Products applies our market-leading technologies and operational expertise to customer owned facilities.   
 
This position is responsible for leading the commercial development activities for the opportunities including business development, marketing, project screening, establishing opportunity engagement strategy, commercial proposal development, contract negotiation and effective commercial execution.  The employee will be the lead for Air Products contacts with outside parties related to the projects.  The employee will promote early identification of opportunities that align with Air Products’ strategic interests, and lead the team from the front, demonstrating best practice and sales success. The business development manager will work closely with the Industrial Gases business development teams to coordinate opportunities in support of our Sale of Gas business model.
 
The employee will be responsible for working very closely with the engineering organisation to develop successful offerings, win the business, and provide asset management leadership for projects in execution. 
 
 
 
III.  NATURE AND SCOPE
Air Products’ goal is to have a “focused and selective” Equipment Sales and After Sales Services business that proactively supports the company’s competitiveness and growth initiative.  Specifically, this business provides a broad range of cryogenic and non-cryogenic new plant offerings for large industrial gas plants, and equipment used for gas separations in the oil and gas, refining, power, chemicals, mining, and other industries. Technologies can include Large ASUs, SYNGAS separations for H2 and CO production, NRUs and helium recovery equipment for EOR/ and natural gas processing projects, or other gas separations using Air Products expertise.  
 
 
 
IV. DIMENSIONS:
 
 

  • Order Intake                       $10 to 500 MM
  • Direct Reports                    0

 
 
V.  PRINCIPAL ACCOUNTABILITIES
 
 
 

  1. Embody the 4S culture of Safety, Speed, Simplicity and Self-Confidence within and outside Air Products
  2. Exemplify the Air Products leadership competencies daily:  Lead & Inspire; Manage Execution; Strategic Mindset
  3. Assist the development and implementation of the annual operating plan 
  4. Lead the effort to increase new plant sales.
  5. Lead the development activities for large projects in the CIS region.
  6. Lead effort to manage major accounts and engage external customers
  7. Oversee sales decisions including risk/reward determinations, pricing, markups and sales terms and conditions  
  8. Manage opportunity development spending, and asset management in support of the business
  9. Work with Engineering teams to ensure the needs of the project opportunities are understood and those of the ESPS business are met
  10. Coordinate business operations and development activities with the Air Products Industrial Gases team as well as the relevant joint ventures.
  11. Set a leadership example by cultivating a team environment that values diversity and inclusion

 
 

Specialist Experience

 
 

  • Leader and Inspire
  • Manage Execution  
  • Passion to be the be the best in the industry
  • Integrity
  • External Focus and people skills

 
VII. Education/Qualifications:
 

  • B.S. Engineering degree; MBA a plus
  • Minimum 10 plus years in commercial role (Sales, proposal management, marketing and customer services).
  • Strong customer orientation and ability to communicate and work with external customers. Russian language skills a must.  
  • Ability to work cross functionally inside Air Products
  • Excellent written and oral communication skills
  • Negotiating skills
  • Background in Industrial Gas Technology 
  • Thorough understanding of sales, finance, etc

 

 

Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.

 

 

Job Summary

Company
Air Products
City
Moscow
Country
  • Russian Federation
Industries
  • Other
Job Type
  • Full-time
Salary
  • Negotiable
Reference
GWP273357
Posted
08 April 2019
Applications Deadline
25 May 2019

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