At Air Products, we reimagine what’s possible. By tapping into the motivation of our people and our collective experience, we create the ideas and innovations that drive us forward. When we come together – where every voice is heard and everyone knows they belong and matter – we create solutions that launch people into space, support lifesaving care in hospitals, and enable the construction of groundbreaking, world scale production facilities.
Reimagine What’s Possible
Description: The Business Development Manager leads and/or supports SOG/BOO opportunities for Air Separation (ASU - oxygen/nitrogen/argon), HyCO (hydrogen/syngas), LCO2/carbon capture (carbon dioxide), primarily in South America, with potential opportunities in Central and North America depending on workload. The successful candidate will bring strong commercial and technical knowledge of ASU and HyCO offerings, relationship-building skills, and experience managing complex negotiations. This role requires project development and execution experience, solid business, financial and legal knowledge, cross-functional and commercial expertise, strong analytical and communication skills, fluency in English, Spanish and Portuguese, and proven leadership, ownership and accountability.Main responsibilities:
- Understanding the strategic drivers for industrial gas opportunities in pulp & paper, steel, mining, refining, chemicals, and petrochemical sectors
- Understanding of the development of products fit to South America’s reality, various incentive schemes and value levers, in order to drive/support the development of new opportunities, working collaboratively with BD and commercial colleagues
- Ability to successfully lead teams in project development
- Understanding the decision-making processes that stakeholders apply in developing their projects
- Developing and implementing plans to ensure early engagement in target opportunities
- Tracking opportunities through various stages of development and preparation of Opportunity Summary Documents, Budgetary, and Firm Pricing Approvals; gaining necessary internal approvals to pursue
- Coordinating internal teams to ensure preparation of proposals in a quality and timely manner
- Leading technical and commercial clarification meetings and negotiations of major contracts and deal closure.
- Degree in Engineering (Chemical, Mechanical, Electrical, Industrial) or Administration, MBA (preferred) or 10+ years of related experience. Experience in finance/BDS is a plus.
- Previous experience in related role as a manager or lead with commercial responsibilities.
- Excellent communication skills with a strong commercial ability.
- Product and application knowledge about Industrial Gases market in Americas.
- Ability to engage effectively and build credibility with a variety of external and internal stakeholders (technical, functional (e.g. finance), commercial) at a variety of levels from operational to executive management, ministerial level etc.
- Strong data analysis and financial analysis capabilities.
- Able to achieve high customer and client satisfaction.
- Be able to multitask.
- Availability to travel abroad on a frequent basis and navigate across different cultures.
- Fluency in English, Spanish and Portuguese.
- Ability to both lead strategically and act tactically, as the opportunity requires.
#LI-AI1
Founded in 1940, Air Products is a world-leading industrial gases company and has a proud history of innovation, operational excellence, with an unwavering commitment to safety and environmental stewardship. Working together, we are taking our passion and diverse backgrounds forward to reimagine what’s possible and generate a cleaner future for our customers, our communities, and the world.
Skills Required
- Degree in Engineering (Chemical, Mechanical, Electrical, Industrial) or Administration
- MBA
- 10+ years of related experience
- Previous experience in a managerial or lead role with commercial responsibilities
- Strong commercial and technical knowledge of ASU and HyCO offerings
- Project development and execution experience
- Experience managing complex negotiations and major contract closures
- Strong data analysis and financial analysis capabilities
- Fluency in English, Spanish and Portuguese
- Availability to travel abroad frequently
- Proven leadership, ownership and accountability
- Ability to engage and build credibility with stakeholders from operational to executive and ministerial levels
What We Do
Air Products (NYSE:APD) is a world-leading industrial gases company in operation for over 80 years focused on serving energy, environmental, and emerging markets. The Company has two growth pillars driven by sustainability. Air Products’ base business provides essential industrial gases, related equipment and applications expertise to customers in dozens of industries, including refining, chemicals, metals, electronics, manufacturing, and food. The Company also develops, engineers, builds, owns and operates some of the world's largest clean hydrogen projects supporting the transition to low- and zero-carbon energy in the heavy-duty transportation and industrial sectors. Additionally, Air Products is the world leader in the supply of liquefied natural gas process technology and equipment, and provides turbomachinery, membrane systems and cryogenic containers globally. The Company had fiscal 2023 sales of $12.6 billion from operations in approximately 50 countries and has a current market capitalization of about $65 billion. Approximately 23,000 passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and reimagine what's possible to address the challenges facing customers, communities, and the world.
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