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UOP, a Honeywell company headquartered in Des Plaines, Illinois, is a leading international licensor of processing technology and supplier of engineering services, catalysts and adsorbents, equipment, specialty materials and digital solutions for the global refining, gas processing and petrochemical industries. With more than a century of leadership in hydrocarbon processing technologies, UOP has led six revolutions in technology that transformed our industry. For more information visit www.uop.com.
Honeywell UOP is disrupting our markets again with a number of new offerings in our Sustainability business. We have an opportunity for a Global Sales Director to join our Customer Success Organization (CSO) during an exciting time of growth. As the global director within the CSO and UOP, you will use your sales experience and technical knowledge to develop opportunities and build a pipeline of carbon capture projects within the power, cement and steel markets. You will drive key messages, initiatives, and information on the value Honeywell UOP brings to assigned customers, opportunities, and solutions in this vertical and help direct other salespeople covering this vertical globally. You will own the customer relationship and work closely with the business/salespeople as we continue to refine our offering in these new growth verticals. You will own all aspects of prospecting, developing, negotiating, and contracting said interactions with this set of clients. You will provide suitable input for development of Technical Proposals and will be accountable for developing, in conjunction with the business, suitable commercial strategies and proposals with the global sales team. You will develop, manage, and negotiate commercial agreements - licensing, engineering, guarantee, initial catalyst and/or adsorbent fills, equipment, and service. This role is a key position as HON continues its growth trajectory in Sustainability and will have significant leadership interest to ensure we are effectively driving our sales processes in this vertical.
Key Responsibilities:
- Oversee the global sales efforts in power-steel-cement verticals with a focus on carbon capture. Will build pipeline, drive effective sales strategies and enhance HON-UOPs brand in this market.
- Continuously identifying new sales opportunities and focusing on providing consultative support, building value propositions for solutions; identifying and building customer contacts, serving as Honeywell UOPs ambassador in the marketplace.
- Focal point for relationship strategies, account and sales plans, new pitch/proposal strategies, and contract negotiations
- Manage contacts and build stakeholder relationships within multiple verticals such as Power, Steel and Cement to successfully position Honeywells carbon capture & clean hydrogen technologies
- Call at all levels, including senior levels, of target organizations; engaging early with potential partners looking to develop carbon capture projects
- Focal point for relationship strategies, account and sales plans, proposal strategies, and contract negotiations
- Support internal teams (technical sales, business) by offering market & competitive insights and help develop compelling value proposition
- Participate in conferences, fairs, industry events, meetings, and networking
- Deliver on financial targets for assigned projects, including sales orders, revenues, margins, and account receivables.
- Manage the sales forecast to ensure accuracy and provide accurate data to finance, production and sales management monthly, quarterly and annually.
- Identify regional trends and customer needs - define organizational and business requirements to meet these needs
YOU MUST HAVE
- Bachelors Degree in Chemical Engineering, Mechanical Engineering, Civil Engineering, Chemistry, or other scientific discipline
- 7+ years experience energy industry with a preferable background in power, steel or cement.
WE VALUE
- The desire to pursue a long-term career in commercial sales and/or business management
- Steel, Power, Cement, Oil, Natural Gas and Renewable Fuels experience highly valued.
- Solid ability to listen for opportunity and client needs.
- Ability to translate the benefits of Honeywell UOP technologies (solution) to a specific customer application (need).
- Ability to travel up to 35
- Ability to work in a collaborative team environment
- Should have desire to put together a Development Plan based on Sales Competences
- Excellent team and communication skills
- MBA highly valued
- Familiarity with legal frameworks supporting service, licensing, engineering, and large equipment events
- Being completely self-motivated
- An ability to influence diverse groups
- An ability to exercise independent judgment
