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.

Responsibilities

MAJOR AREAS OF RESPONSIBILITY include the following:

• 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.
• 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.
• 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

• 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

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