Lead Sales Representative

Responsibilities

Own the full customer relationship with existing 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 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.
• Identify sales opportunities across all UOP businesses 
• Organizing and manage intake to UOP including internal RFQ/proposal review 
• Prepare sales strategy and provide input to technical strategy 
• Organize pricing/bid strategy meetings with the business
• Deliver proposals and manage follow-up internally and with customers 
• 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 sales events including catalyst, equipment parts/services/maintenance, studies, etc.
• Develop and close sales opportunities within pricing 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. Complete won/lost reports for LST sales events in a timely manner.
2. Forecast sales and revenues on a weekly basis.
3. Manage accounts receivables for assigned customers.
4. Prepare and implement customer account plans and maintain customer contact records.
5. Gather competitive intelligence and communicate within UOP.

Skills / Qualifications:

1. 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. English and French language skills is a requirement.

Qualifications:

• University level engineering degree (BSc or equivalent in Chemical Engineering preferred)
• Significant experience in Refining and/or Petrochemicals Industries
• Demonstrated Customer focus
• Strong Business acumen, bias for action and results driven orientation
• Ability to communicate with people at multiple levels in regional/global companies and build strong relationships
• Strong interpersonal skills as well as good verbal, writing and presentation skills
• The position requires significant travel (50%) within West Africa – Francophone and the associated personal flexibility. 
• An ability to manage ambiguity and work independently
• Ability to work and communicate while travelling

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

  • Strong analytical skills and good working knowledge of Microsoft Office
  • Be fluent in English and French speaking and writing
  • Experience in a global organization

  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.

Responsibilities

Own the full customer relationship with existing 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 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.
• Identify sales opportunities across all UOP businesses 
• Organizing and manage intake to UOP including internal RFQ/proposal review 
• Prepare sales strategy and provide input to technical strategy 
• Organize pricing/bid strategy meetings with the business
• Deliver proposals and manage follow-up internally and with customers 
• 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 sales events including catalyst, equipment parts/services/maintenance, studies, etc.
• Develop and close sales opportunities within pricing 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. Complete won/lost reports for LST sales events in a timely manner.
2. Forecast sales and revenues on a weekly basis.
3. Manage accounts receivables for assigned customers.
4. Prepare and implement customer account plans and maintain customer contact records.
5. Gather competitive intelligence and communicate within UOP.