Business Development Manager

COMPANY OVERVIEW: Our client is ais a global leader in full-service sulfur removal, caustic treating and spent caustic treatment technologies.

POSITION TITLE: Business Development Manager

COMPENSATION : Competitive Base + DOE

BENEFITS: Standard package

LOCATION: Houston, TX

SUMMARY : Serves as sales manager in assigned area from initial client contact through opportunity development and deal closing. Focused on both technology and adsorbent business development and sales.

DUTIES OR RESPONSIBILITIES:

• Promote and market technologies, catalyst, adsorbents and services through technical sales visits, presentations and relationship development.This role's focus is on technology, business development, sales and services.
• Work in conjunction with and lead sales representatives in assigned regions to provide market intelligence, identify project opportunities, build relationships with key client decision makers and close sales
• Develop, document and execute selling strategy in assigned areas
• Interface with customer for all sales related communications
• Manage all contractual documents, including effective interface with Legal. Provide review and input of key issues
• Work with proposal team to develop, review and issue priced proposals ensuring scope meeting customer requirements and estimate is accurate based on scope; participate in design concept development and review
• Support/lead negotiations with customers depending on size and complexity of sale
• Continue to develop knowledge of technologies, sales and business processes
• Use assigned tools like CRM, ZoomInfo, etc. to support sales processes, marketing campaigns and sales strategies
• Begin to understand geographical area issues, competitors, key client power centers
• Develop account plans for major customers in territory
• Follow risk procedure and identify risks associated with project sale/execution
• Create and issue monthly status reports including sales prospects, upcoming opportunities and regional sales strategy plan
• Developed relationships and trust with key client process/project personnel based on understanding their needs
• Decide sales strategy, customer/prospect contacts and priority of proposals
• Recommend sales pricing, advertising/marketing procedures and strategies
• Show progress and continue to develop the 6 critical sales and business skill sets:
• Master MPT technologies
• Proven track record of closing sales
• Proven ability to make contacts at multiple levels in key customer organizations and understand their politics, power centers
• Develop relationships with clients that recognize value
• Evaluate competitor's position, technology and strengths in sales plan
• Demonstrate outside customer focus while balancing internal company requirements
• Meet or exceed annual targets in line with marketing goals and assignments
• Continuously improve our commitment to excellence in Environmental, Health, Safety and Security performance
• Other duties as assigned by management

EXPERIENCE AND QUALIFICATIONS:

• Bachelor's degree in chemical engineering required
• 5 years of experience in refining or midstream industry or equivalent required
• Sales experience required in oil & gas industry; prefer licensed technology sales experience; minimum of three years of experience required; strong industry contacts preferred
• Competence in a second language (Spanish) and/or language of assigned territory preferred
• Skilled presenter with industry contacts
• Demonstrated ability to network locally and globally
• Knowledge of amine and caustic treating principles for removal of sulfur and acidic impurities from hydrocarbon streams, both liquid and gaseous or H2S treating of gasses strongly preferred
• Knowledge of spent caustic treating principles beneficial
• Significant knowledge of at least one of: refinery, midstream and petrochemical processes required; knowledge of the application of technologies and services preferred
• Sales, interpersonal and negotiating skills, good writing and speaking skills required
• Capable of screening prospects/requests for proposal through technical evaluations, process recommendations, proposals, price negotiations, contract development/negotiation and award required

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