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
POSITION SUMMARY
At Air Products, we work in an environment where diversity is essential, inclusion is our culture, and each person knows they belong and matter. The job holder who mainly focuses on Xuzhou is the Sales Engineer reports to the area sales manager. The Company’s sales force is distributed around the Central and Eastern Region. The job holder competes, sells and wins in the marketplace to enable the Company to achieve profitable growth targets. The job holder investigates and analyzes the variety of market intelligence and figures out any business opportunities to expand volumes and customer bases.
The Company establishes its annual targets for sales volumes and revenues through the SIP, especially on new signings, including new signing numbers, volume, OROI, new signing revenue etc.
PRINCIPAL ACCOUNTABILITIES
Achieve sales targets in the assigned territory through teamwork to sign new business with definition of prospects, preparation of sales & technical proposal, make presentation and build relationship. Main targets, Achieve the individual sales targets assigned by the company. Try every means including industrial park cold call, direct market channel customer referral and referral from sales of other product lines and MFOs to build up a sufficient hot prospect pipeline which is critical to hitting new signing targets. Input the prospects data into SharePoint every day. Build connection with 300 customers with totally no lower than 600TPD liquid usage in 1st year, and totally 500 customers with totally no lower than 1000TPM liquid usage at the end of 2nd year. Customer satisfaction and retention. Own the existing customers which are assigned by supervisor. Regular follow up with these accounts (once/month) and get customers’ feedback. Work closely with other functions in the company to resolve issues of customer to enhance customer satisfaction. Work with cross functional teams like customer engineering and GAD team to provide value added service to customers to improve customer loyalty and enhance AP’s brand recognition in the market. Execute PIP, ME and other margin enhancement activities to pass through the cost inflation so as to improve margin. Monitor and manage DSO and improve collection of accounts managed. Identify new business opportunities for all liquid products, services and offerings in his territory, include the small PSA, VSA and HPN business. Other works and projects assigned by supervisors or company.
JOB REQUIREMENTS
Education Bachelor or Master degree or equal level education. Engineering, science, business discipline preferred. Pass CET-4 or equal and higher level English test, with a working level read and write proficiency. Work Experience 3 years’ working experience in major companies. 3 years’ hands on experience in develop new business as commercial SPOC. Be familiar with sourcing process of major company, can draft and negotiate contract term independently with limited support. The knowledge of industrial gases is a plus. Skills Sales, commercial, and negotiation skills. Strong communications skills, including written and spoken English and Chinese (Mandarin) and listening and presentation abilities. Familiar with Microsoft Office 365 Apps and business writing. Qualities Strong result-oriented leader with a bias for action and ability of taking risk. Well-developed influencing skills. Ability to get along well with diverse personalities. Concise, strong, mature, and flexible. Integrity – act with integrity and in accordance with company ethics. Ability to confront behavior not consistent with company values. Honors commitments. Problem solving and decision-making skills – decisions that reflect thorough evaluation of needs, goals, facts, etc. Valid driving license.
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
- Bachelor's or Master's degree or equivalent (Engineering, Science, Business preferred)
- Pass CET-4 or equivalent English test with working-level reading and writing proficiency
- Minimum 3 years' work experience in major companies
- Minimum 3 years' hands-on experience developing new business as commercial SPOC
- Familiarity with major company sourcing processes and ability to draft and negotiate contracts independently with limited support
- Knowledge of industrial gases
- Sales, commercial, and negotiation skills
- Strong written and spoken communication skills in English and Chinese (Mandarin)
- Familiarity with Microsoft Office 365 apps and business writing
- Valid driving license
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.
