Principal Sales Representative - Oil & Gas

anbachelor'sNPV-drivenRole & responsibilities

• Promote UOPs portfolio of Technology, Process Equipment, Key Mechanical Equipment and Engineering Services in to Refining and Petrochemical Industries.
• Drive and implement the use of sales tools such as SFDC, MH Blue Sheet and Solution Selling tools.
• Participate in forecasting and other worldwide meetings. Communicate and coordinate with worldwide organization and other regions on international opportunities.
• Meet or exceed annual Bookings target as well as other performance metrics like commercialization of NPI, selling BTI etc.
• Maintain contacts with Strategic Customers and pay regular visits. Develop a clear understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision-making structures
• Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
• Work with other Account team (Account Manager, Service Manager) assigned to the customers in the region to ensure the performance, protocols and expectations of the customers are met when selling UOP Technologies /proprietary equipment to these customers,
• Mentor a small group (2-4) of frontline Project Sales Managers, assist them in managing the customer base for identified customers, complex account management responsibility for the key customer accounts assigned as well as making business decisions, allocate their assignments for efficient covering of the marketplace in discussion with Sales Director and provide feedback on their performance review to Sales Director, as required.
• Assist your matrix reportee in taking identified projects through Sales Intake process and PSSS meeting; pricing/bid strategy meetings; requesting input from Legal and Finance input, preparing and negotiating non-disclosure agreements, produce timely firm commercial offer (fixed price proposal, license and engineering agreements), negotiating and closing deals, purchase order and contract acknowledgement, project hand-over production of order won/lost reports.
• Be a Zealot for Growth - Drive breakthrough regional growth despite market and industry headwinds.
• Develop strong value propositions to ensure more than fair market share in a NPV driven evaluation system
• Develop and drive a strong cadence with the Account Managers and Services Managers in support of regional/ global MOS requirements.
• Drive various BTE/NPI projects in region.
• Responsible for timely identification and communication of market trends, technical developments, competitive activities and business opportunities that will impact the business
• Support in defining market segmentation and other marketing efforts.
• Maintain customer records in Customer Contact Management database (SFDC) per departmental guidelines with emphasis on contacts, forecast accuracy, and call reports.
• Work with the GCC/COM group to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.
• Prepare and present commercial proposals and provide inputs on technical sales proposals.
• Coordinate technical services provision and troubleshooting to customers.
• Develop and present technical presentations.
• Monitor competitive activity and provide information as available while meeting Honeywells code of conduct. Provide market share data to industry coordinator annually by deadline requested.
• Forecast annual, monthly and quarterly sales and services revenue and product demand in forecasting system. Update on an ongoing basis for production planning purposes and financial forecasting via SFDC as well as other PT reporting formats.
• Promote a collaborative work environment between UPT & LST to drive functional excellence and growth
• Attend worldwide and regional sales meetings online or in person.
• Support departmental Marketing activities (i.e. new product/technology commercialization, surveys)
• Assist in organizing and participate in sales and technical conferences
• Contracts (License/Engineering/Supply) negotiation with customer.

Preferred candidate profile

• Minimum bachelors in Chemical Engineering from a reputed university
• Minimum 15 years of experience with at least 5 years in a sales role (mandatory)
• Industry experience either in technical or operational or business development role in or serving the refining or petrochemical industry is necessary.