Business Development Manager

SUMMARY

Serves as sales manager in assigned area from initial client contact through opportunity development and deal closing.

PRIMARY JOB DUTIES/RESPONSIBILITIES

• Promote and market company technologies, catalyst, adsorbents and services through technical sales visits, presentations and relationship development. This role’s focus is on technology sales and services, but it does provide support the other business lines.

• Work in conjunction with and lead company sales representatives in assigned region, to provide market intelligence, identify project opportunities, build relationships with key client decision makers and close sales

• Develop and execute selling strategy

• Interface with customer for all sales related communications

• Manage all contractual documents, including effective interface with company legal. Provide review and input of key issues

• Develop selling price for proposals

• Lead negotiations with customers

• Interface with Proposal team for proposal development, including development of proposal technology concept design and pricing

• Continue to develop knowledge of company technologies, sales and business processes

• 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 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 company’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

• Competence in a second language (Spanish) and/or language of assigned territory preferred

• Minimum of 1 year of experience selling to refineries or midstream or equivalent required

• Skilled presenter with industry contacts

• Demonstrated ability to network 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 company’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