Technology Sales Manager

Job Description

Job Description

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.

PRIMARY JOB DUTIES/RESPONSIBILITIES

• Promote and market Merichem 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 Merichem sales representatives in assigned region 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 Merichem 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 Merichem 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 understands their politics, power centers
• Develop relationships with clients that recognize Merichem’s 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

EDUCATION & EXPERIENCE

• 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 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 Merichem’s 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

SUPERVISORY RESPONSIBILITY

• This position has no supervisory responsibility

EXPECTED HOURS OF WORK

• Able to work an agreed upon standard schedule and additional hours as job duties demand

TRAVEL

• Travel 45% or more domestic and/or international
• Must have a current, valid driver's license and passport
• Able to be insurable under our company's liability insurance policy

WORK CONDITIONS

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Physical demands include ability to travel internationally. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Environment and physical effort

• Able to work in an office environment
• Able to travel internationally
• Able to maintain focus and analyze data

• Able to sit and use a computer for extended periods of time

• Able to speak and communicate proficiently
• Able to climb stairs and lift up to 20 pounds and exert force
• Able to use hands to grasp objects
• Able to see clearly judge distance and spatial relationships to distinguish objects as they are
• Routine physical exertion. Standing, walking and climbing for moderate periods
• Job requires site visits to plants which may require climbing ladders up to 50 feet
• Able to use personal protective equipment (PPE)
• Hazards:
  • May be in an environment where toxic chemicals may be present
  • Site visits in refineries and plants may include exposure to materials such as caustic, strong acids and hydrocarbons, potential for H2S exposure and requirements for additional testing (e.g. PPE, drug)
  • Visits to foreign countries with potential cultural and risk issues

OTHER DUTIES: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.