Key Success Factors (Key Metrics / KPIs / Deliverables) :

- Promote UOP's portfolio of Technology, Process Equipment, Key Mechanical Equipment, and Engineering Services in Refining and Petrochemical Industries.

- Drive and implement sales tools such as SFDC, MH Blue Sheet and Solution Selling tools.

- Participate in forecasting and other worldwide meetings. Communicate and coordinate with worldwide organizations and other regions on international opportunities.

- Meet or exceed annual Bookings target and other performance metrics like commercialization of NPI, selling BTI, etc.

- Maintain contacts with Strategic Customers and pay regular visits. Develop a clear understanding of assigned customers, in particular concerning their business drivers, buying behaviors, and decision-making structures

- Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.

- Work with another Account team (Account Manager, Service Manager) assigned to the customers in the region to ensure the performance, protocols, and expectations of the customers are met when selling UOP Technologies /proprietary equipment to these customers,

- Mentor a small group (2-4) of frontline Project Sales Managers, assisting them in managing the customer base for identified customers, complex account management responsibility for the key customer accounts assigned as well as making business decisions, allocate their assignments for efficient covering of the marketplace in discussion with Sales Director and provide feedback on their performance review to Sales Director, as required.

- Assist your matrix reported in taking identified projects through the Sales Intake process and PSSS meeting; pricing/bid strategy meetings; requesting input from Legal and Finance input, preparing and negotiating non-disclosure agreements, producing timely firm commercial offers (fixed price proposal, license, and engineering agreements), negotiating and closing deals, purchase order and contract acknowledgment, project hand-over production of order won/lost reports.

Be a Zealot for Growth - Drive breakthrough regional growth despite market and industry headwinds.

- Develop strong value propositions to ensure more than fair market share in a NPV driven evaluation system

- Develop and drive a strong cadence with the Account Managers and Services Managers supporting regional/ global MOS requirements.

- Drive various BTE/NPI projects in the region.

Must-Have Skills

- Minimum bachelor's in Chemical Engineering.

- Minimum 15 years of experience with at least 5 years in a sales role (mandatory)

- Industry experience either in technical operational or business development roles in or serving the refining or petrochemical industry is necessary.