Lead Account Manager

This position reports to UOP Lifecycle Technology (LST) Regional Sales Director; and leads LST refining and petrochemical sales (Catalysts and Adsorbents) activities in the responsible territories of Mainland China. 

 MAJOR AREAS OF RESPONSIBILITY include the following: 

1. Lead the following sales activities: 

•• Maintain good engagement and relationship with those assign accounts/customers; develop growing business opportunities as pipeline, and forecast those opportunities timely in SFDC with  accuracy.  

• Utilize Sales Force Dot Com (SFDC) to manage customer information. 

• Lead the project development / ITB clarification phase, developing sales strategy, and alignment resources as assigned. Manage activities on Blue Sheets and Green Sheets. 

• Manage the project proposal phase with input of the technical team and the catalyst and adsorbent sales leaders. 

• Development of commercial proposals in an agreed time frame per commercial and business requirements. 

• Prospect for sales opportunities, set sales strategies, negotiate and close sales. 

• Manage the day to day sales forecast for order, revenue and margin and provide regular feedback to Management regarding changes that will affect financials and production planning. 

• Manage the agreement preparation / purchase order handling and coordinate all activities with the logistic and Customer Service team to ensure order fulfillment and a high level of customer satisfaction. 

• Lead, manage and resolve all accounts receivables for customers. Coordinate with Credit and Collections group for past due collections. 

•Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s product/service performance to support market analysis and planning activities.

2. Manage the customer relationship for Chinese customers promoting UOP products and agreed initiatives to maximize revenue potential. 

• Manage customer relationships at all levels to insure customer needs are identified and met. 

• As Account Manager, identify new project opportunities at existing customers for UPT (UOP Process Technology) department. 

• Plan travel, sales calls and customer entertainment to remain within an allocated travel budget and comply with company policy. 

• Observe UOP HS&E and travel guidelines and inform customers of any HS&E issues that are discovered. 

3. Participate in project activities and other activities as may be assigned or required.

 QUALIFICATION REQUIREMENTS: 

Successful candidate must be able to perform each essential duty satisfactorily, per Honeywell standards. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

BASIC QUALIFICATIONS: 

• Bachelor’s or higher degree in Chemical Engineering. MBA is a plus.

• 10 or more years of related experience in refining and petrochemical technology and/or product related sales. 

• Proficient in Chinese and English language, both written and spoken. 

• Availability for regular traveling at >60% traveling rate. 

• Excellent written communication skills, oral communications skills, and presentation skills 

• Excellent project leadership and client management skills. 

• Ability to work independently within established goals and authority 

ADDITIONAL QUALIFICATIONS: 

• Excellent teamwork qualities in a demanding environment 

• Ability to work under pressure while managing multiple high priority projects. 

• Ability to learn quickly and apply learning to sales processes 

• Ability to independently travel within the country to meet clients