Sales Manager - UOP

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Job Description:

There is an opening for an Account Manager in the EATCA Sales Organization with specific emphasis in Kazakhstan, Uzbekistan and Turkmenistan and based in Kazakhstan. The objective of the holder of this position is to provide the necessary customer coverage, relationship management and commercial and technical positioning of UOP process technologies, products, equipment and services to ensure optimum market share in the region. The successful approach requires flexibility, innovation, sensitivity to client needs and value delivery. Candidates must have a sound technical and commercial background; knowledge of UOP technologies and products; and be motivated towards meeting customer needs, achieving sales success and contributing effectively to the meeting UOP’s annual sales objectives.

Accountabilities of this position include:

• Own the customer relationship with assigned customers
• Develop and maintain good working relationships with key customer personnel from the executive level to the working and execution groups – together with the Service Manager
• Work with complex international companies as well as growing, independent, focused companies to discuss how they make money, what issues they face and discuss/develop UOP solutions to improve their operations and profitability
• Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures. 
• Assist SBU management and HGR team with managing the interface with key client executives.
• Identify sales opportunities and manage the intake into UOP, prepare sales strategy; input to technical strategy; deliver proposal and manage follow-up internally and with customer
• Consult with Project Sales on revamp and new unit sales execution with existing customers and maintain customer relationships through such Project Sales events
• Develop, manage and negotiate commercial agreements for After Market Business events including catalyst sales, equipment parts/services/maintenance sales, services sales, etc.
• Develop and close sales opportunities within pricing guidelines and following UOP Operating Guidelines 
• Communicate client needs and drivers to relevant groups within UOP and communicate UOP questions and clarifications effectively to client.
• Positioning of relevant process technologies and equipment with a view to ensuring UOP’s success as well as maximizing sales revenue.

1. Developing strategies for complex sales prospects in consultation with Project Sales and Sales Support. 
2. Organizing and leading internal RFQ/proposal review and pricing/bid strategy meetings. 
3. Complete won/lost reports for LST sales events in a timely manner.
4. Forecast sales and revenues on a weekly basis.
5. Manage accounts receivables for assigned customers.
6. Prepare and implement customer account plans and maintain customer contact records.
7. Gather competitive intelligence and communicate within UOP.

Skills / Qualifications:

1. Strong Knowledge of UOP Technologies and Engineered Products.
2. Knowledge of Licensing business model
3. Ability to proactively promote customer interest in UOP solutions
4. Sound understanding of complex and value selling
5. Clear understanding of customer business models and how their business makes money
6. Effective, clear communication in English and Russian languages

Work Environment :

Significant travel (40%) is expected as time spent with the customer is an important aspect of the role.

Role holder must be ready to cope with a wide range of cultural social issues.

Basic Qualifications:

• University level engineering degree (BSc or equivalent in Chemical Engineering preferred)
• Significant experience in Refining and/or Petrochemicals Industries
• Experience within a commercial role, with some exposure to direct sales is preferred.
• Ability to build strong relationships
• Strong interpersonal skills as well as good verbal, writing and presentation skills
• Team playing as well as leadership skills.
• The position requires significant travel and the associated personal flexibility. 
• An ability to work independently
• Ability to work and communicate while travelling
• Role holder must be ready to cope with a wide range of cultural social issues

Additional Qualifications:

• Strong analytical skills and good working knowledge of Microsoft Office
  • Strong desire to win. Highly motivated. Team player
  • Customer focus
  • Technical or application mindset
  • Experience in a global organization
  • Strong presentation skills and verbal and written communication skills
  • Strong business acumen, bias for action and results orientation

We Offer:

The opportunity to work on the world’s most exciting projects, transforming the cities we live in, the buildings where we work, and the vehicles that move us. 

• A culture that fosters inclusion, diversity and innovation.
• Market specific training and on-going personal development.

If this is your dream role, then we'd love to hear from you.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.