1.
Hydroprocessing Products Sales
Support Specialist-
Description of the
Position:
An excellent career opportunity is currently available for
a Sales Support Specialist – Hydroprocessing India within UOP's
Catalyst, Adsorbents and Specialties (CA&S) organization. The
position will be based in Gurgaon, India.
A customized training program will be developed as required
for the successful candidate.
Key Position Accountabilities (from the Position
Profile)
·
Participate in customer discussions for
“take-away” and “incumbent” reload projects in the hydrocracking technology
area to provide technical sales support and develop an understanding of
the customer’s needs and expectations in order to meet or exceed customer
requirements and increase satisfaction.
·
Prepares the technical proposal for reload
projects and states customer specific value proposition. Also participates in
the preparation of the commercial proposal.
·
Supports execution of specific strategic
“take-away” and “incumbent” hydrocracking reload programs through
identification of target customers, development of business case for specific
opportunities (including yield estimates), input on strategy for sales event
(blue sheet), preparation and/or delivery of sales support presentations and
direct customer meeting support.
·
Collects customer intelligence on market trends
and competitor strategies and products. Provides information to Global Catalyst
Sales Support Manager and Product Manager for subsequent analysis and feedback
to the Product Line Operating Team.
·
Maintains a thorough knowledge of the catalyst
capabilities including our value propositions of UOP Catalyst, Adsorbents &
Specialties business unit concentrating on the area of hydrocracking, and
becoming recognized internally and externally as a technology expert.
·
Leads post-mortem project analysis on key wins
and losses, in their respective are to ascertain reasons for winning and losing
and make recommendations to improve future sales efforts. Lessons learned will
be fed back to Global Catalyst Sales Support Manager and Product Manager for
subsequent analysis.
·
Participates in voice of the customer exercises
to obtain feedback on our quality, development and sales process. Identifies
customer and market needs and translates them into product requirements that
steer R&D programs for new product development.
·
Working in conjunction with the Global Catalyst
Sales Support Manager, supports launching of new products through
identification of target customers, development of business case for specific
opportunities (including yield estimates), input on strategy for sales event
(blue sheet), preparation and /or delivery of sales support presentations,
coordination of commercial trials and direct customer meeting support.
·
Interacts with UOP’s Technical Service
organization to ensure that Technical Services are being provided to units
operating with UOP products. Reviews service call reports and sales call
reports for customers in his or her assigned regions to stay on top of customer
activities, needs, and issues. Uses above information to look for future Sales
opportunities and ensure customer satisfaction.
·
Reviews loading reports and determines if there
are any product loading issues, and ascertains field loaded densities. Provides
feedback to the Product Manager regarding any quality issues or adjustments
needed for commercial density representations.
·
In times of peak demand beyond UOP Technical
Service capabilities, provides independent catalyst performance yield estimates
to support a catalyst sale or catalyst performance evaluation and coordinates
the development of valuable and consistent tools for efficiently delivering
service. Reviews YEs generated by Service and/or R&D related to assigned
are of expertise.
·
Become Six Sigma Green Belt certified
·
Prepare material and participate in regional
Technical Symposia and Sales meetings.
Core
Competency Profile - Proficiency Levels (if existing)
·
Coaching, mentoring and formal sales and
technical training will be provided to develop knowledge and skills as needed.
·
Ability to sell into a competitive market place
and achieve premium prices by communicating the value delivered by UOP products
and service to their business.
·
Good listening and communication skills
·
Work effectively with colleagues, sales support
functions and across SBU’s
·
Strong customer and business focus
Basic Candidate
Qualifications:
- BS degree (Chemical Engineering) is required.
- 5+ years experience including Sales, Sales Support,
Technical Service, Engineering or equivalent industry process operations
experience. Experience in Hydrocracking or Hydrotreating technologies is
desired.
- Communicate effectively with CA&S personnel working
in Des Plaines and other UOP offices.
- Knowledge of the UOP CA&S Sales and customer work
processes
Additional Qualifications for the Position:
- Strong verbal and written communications skills /
presentation skills and listening skills
- Self motivated and capable of interfacing effectively
with high level customers.
- Cultural awareness is a big plus but can be learned.
- An understanding of how to get things done through Des
Plaines, IL headquarters will greatly help effectiveness
Unique Aspects of Position:
·
Close coordination with other UOP engineering
offices is required
·
An average travel of 20% required to both
domestic and international sites. 50-75% of travel can be scheduled/planned in
advance.
·
Anticipate initial training and development to
occur in UOP Des Plaines office based upon organization and individual needs
·
Periodic trips to Des Plaines or other UOP
facilities may be required.
2.
Naphtha Products Sales Support
Specialist
Description of the
Position:
An excellent career opportunity is currently available for
a Sales Support Specialist –India within UOP's Process Technology
& Equipment organization. The position will be based in Gurgaon,
India.
A customized training program will be developed as required
for the successful candidate.
Key Position Accountabilities (from the Position
Profile)
·
Participate in customer discussions for
“take-away” and “incumbent” reload projects to provide technical sales support
and develop an understanding of the customer’s needs and expectations in order
to meet or exceed customer requirements and increase satisfaction.
·
Prepares the technical proposal for reload projects
and states customer specific value proposition. Also participates in the
preparation of the commercial proposal.
·
Supports execution of specific strategic
“take-away” and “incumbent” reload programs through identification of target
customers, development of business case for specific opportunities (including
yield estimates), input on strategy for sales event (blue sheet), preparation
and/or delivery of sales support presentations and direct customer meeting
support.
·
Collects customer intelligence on market trends
and competitor strategies and products. Provides information to Global Catalyst
Sales Support Manager and Product Manager for subsequent analysis and feedback
to the Product Line Operating Team.
·
Maintains a thorough knowledge of the catalyst
capabilities including our value propositions of UOP Catalyst, Adsorbents &
Specialties business unit concentrating on the assigned area of expertise, and
becoming recognized internally and externally as a technology expert.
·
Leads post-mortem project analysis on key wins
and losses, in their respective are to ascertain reasons for winning and losing
and make recommendations to improve future sales efforts. Lessons learned will
be fed back to Global Catalyst Sales Support Manager and Product Manager for subsequent
analysis.
·
Participates in voice of the customer exercises
to obtain feedback on our quality, development and sales process. Identifies
customer and market needs and translates them into product requirements that
steer R&D programs for new product development.
·
Working in conjunction with the Global Catalyst
Sales Support Manager, supports launching of new products through
identification of target customers, development of business case for specific
opportunities (including yield estimates), input on strategy for sales event
(blue sheet), preparation and /or delivery of sales support presentations,
coordination of commercial trials and direct customer meeting support.
·
Interacts with UOP’s Technical Service
organization to ensure that Technical Services are being provided to units
operating with UOP products. Reviews service call reports and sales call
reports for customers in his or her assigned regions to stay on top of customer
activities, needs, and issues. Uses above information to look for future Sales
opportunities and ensure customer satisfaction.
·
Reviews loading reports and determines if there
are any product loading issues, and ascertains field loaded densities. Provides
feedback to the Product Manager regarding any quality issues or adjustments
needed for commercial density representations.
·
In times of peak demand beyond UOP Technical
Service capabilities, provides independent catalyst performance yield estimates
to support a catalyst sale or catalyst performance evaluation and coordinates
the development of valuable and consistent tools for efficiently delivering
service. Reviews YEs generated by Service and/or R&D related to assigned
are of expertise.
·
Become Six Sigma Green Belt certified
·
Prepare material and participate in regional Technical
Symposia and Sales meetings.
Core
Competency Profile - Proficiency Levels (if existing)
·
Coaching, mentoring and formal sales and
technical training will be provided to develop knowledge and skills as needed.
·
Ability to sell into a competitive market place
and achieve premium prices by communicating the value delivered by UOP products
and service to their business.
·
Good listening and communication skills
·
Work effectively with colleagues, sales support
functions and across SBU’s
·
Strong customer and business focus
Basic Candidate
Qualifications:
- BS degree (Chemical Engineering) is required.
- 5+ years experience including Sales, Sales Support,
Technical Service, Engineering or equivalent industry process operations
experience. Experience in Reforming or Isomerization technologies is
desired.
- Communicate effectively with CA&S personnel working
in Des Plaines and other UOP offices
- Knowledge of the UOP CA&S Sales and customer work
processes
Additional Qualifications for the Position:
- Strong verbal and written communications skills /
presentation skills and listening skills
- Self motivated and capable of interfacing effectively
with high level customers.
- Cultural awareness is a big plus but can be learned.
- An understanding of how to get things done through Des
Plaines, IL headquarters will greatly help effectiveness
Unique Aspects of Position:
·
Close coordination with other UOP engineering
offices is required
·
An average travel of 20% required to both
domestic and international sites. 50-75% of travel can be scheduled/planned in
advance.
·
Anticipate initial training and development to
occur in UOP Des Plaines office based upon organization and individual needs
Periodic trips to Des Plaines or other UOP facilities
may be required
3.
Outside Sales Specialist- 2 Reqs.
4. Description
5.
Activities are performed with the
appropriate level of supervision and guidance for the specific grade and level
of competence for the given activity.
•Promote and sell UOP’s portfolio of Catalysts and Adsorbents (CAS R&P line of products) into Process Industries.
•Communicate and coordinate with worldwide organization on international issues and opportunities.
•Support and practice UOP HS&E policies.
•Meet or exceed personal annual sales budget (revenues and gross margin).
•Maintain Strategic Customers.
•Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
•Work with other Accounts Managers assigned to the customers in the region to ensure the performance, protocols and expectations of the customers are met when selling catalysts and adsorbents to these customers.
•Obtain or increase share of competitive accounts as defined by annual action plan.
•Define re-load opportunities.
•Introduce and obtain qualification of new products.
•Support market segmentation (product rationalization, customer rationalization) as established by management.
•Maintain customer records in Customer Contact Management database (SFDC) per department guidelines with emphasis on contacts, scheduled meetings, call reports and important documents. (Direct entry by the Sales Specialist into SFDC is preferred
•Prepare and maintain in SFDC Miller Heiman Blue Sheets (including Action Plans) for key customers and Green Sheets as needed. (Direct entry by the Sales Specialist into SFDC is preferred. If IT infrastructure is inadequate then support service in Des Plaines will be provided to execute this important activity)
•Work with the COM group in Delhi to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.
•Prepare Call Plan and revise as needed.
•Prepare and present commercial and technical sales proposals.
•Coordinate technical services provision and troubleshooting to customers.
•Develop and present technical presentations.
•Monitor competitive activity and provide intelligence and samples as available. Provide market share data to industry coordinator annually by deadline requested.
•Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis, with a final monthly update by the 19th of the month for production planning purposes and financial forecasting. This is done using SFDC
•Attend regional demand and forecast meetings.
•Attend worldwide and regional sales meetings on-line or in person.
•Provide monthly summary of customer and market issues and events by required date using CA&S standard format.
•Provide required information to Customer Order Management for correct entry of orders.
•Submit Won/Loss reports for all significant sales events.
•Submit Q-Alert reports for all product quality issues.
•Contribute content to the CA&S portal that is useful to CA&S sales
•Support departmental Marketing activities (i.e. Product data sheets, new product commercialization, surveys)
•Assist in identifying and communicating project opportunities for other UOP businesses to the appropriate business.
•Manage travel expense in support of not exceeding departmental expense budget.
•Assist in organizing and participate in sales and technical conferences.
•Promote and sell UOP’s portfolio of Catalysts and Adsorbents (CAS R&P line of products) into Process Industries.
•Communicate and coordinate with worldwide organization on international issues and opportunities.
•Support and practice UOP HS&E policies.
•Meet or exceed personal annual sales budget (revenues and gross margin).
•Maintain Strategic Customers.
•Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
•Work with other Accounts Managers assigned to the customers in the region to ensure the performance, protocols and expectations of the customers are met when selling catalysts and adsorbents to these customers.
•Obtain or increase share of competitive accounts as defined by annual action plan.
•Define re-load opportunities.
•Introduce and obtain qualification of new products.
•Support market segmentation (product rationalization, customer rationalization) as established by management.
•Maintain customer records in Customer Contact Management database (SFDC) per department guidelines with emphasis on contacts, scheduled meetings, call reports and important documents. (Direct entry by the Sales Specialist into SFDC is preferred
•Prepare and maintain in SFDC Miller Heiman Blue Sheets (including Action Plans) for key customers and Green Sheets as needed. (Direct entry by the Sales Specialist into SFDC is preferred. If IT infrastructure is inadequate then support service in Des Plaines will be provided to execute this important activity)
•Work with the COM group in Delhi to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.
•Prepare Call Plan and revise as needed.
•Prepare and present commercial and technical sales proposals.
•Coordinate technical services provision and troubleshooting to customers.
•Develop and present technical presentations.
•Monitor competitive activity and provide intelligence and samples as available. Provide market share data to industry coordinator annually by deadline requested.
•Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis, with a final monthly update by the 19th of the month for production planning purposes and financial forecasting. This is done using SFDC
•Attend regional demand and forecast meetings.
•Attend worldwide and regional sales meetings on-line or in person.
•Provide monthly summary of customer and market issues and events by required date using CA&S standard format.
•Provide required information to Customer Order Management for correct entry of orders.
•Submit Won/Loss reports for all significant sales events.
•Submit Q-Alert reports for all product quality issues.
•Contribute content to the CA&S portal that is useful to CA&S sales
•Support departmental Marketing activities (i.e. Product data sheets, new product commercialization, surveys)
•Assist in identifying and communicating project opportunities for other UOP businesses to the appropriate business.
•Manage travel expense in support of not exceeding departmental expense budget.
•Assist in organizing and participate in sales and technical conferences.
6. Qualifications
7.
HS&E Excellence – must have safety as
the primary objective, both from an individual and a customer perspective.
•Business focus –- Have an understanding of the international perspective of the Catalyst and Adsorbents business, and of UOP's strategic objectives as they apply to the position. Focus on customers – identify and anticipate customer requirements; continually search for ways to improve customer service; find flexible options to meet customer needs, ensure a level of service that is differentiated form the competition; seek and respond to customer feedback; ensure that customer issues are resolved and …. Results orientation - set high standards of performance for self and others; perform tasks outside area of responsibility; put in extra effort to accomplish tasks; maintain a high level of productivity; foster a sense of urgency in others for achieving goals; … Financial acumen - demonstrate an understanding of how you contribute to overall success; identify ways to manage risk when making financial decisions; make prudent decisions regarding significant expenditures and accurately forecast major sources of cost, revenue and risk; … Strategic thinking – Consider industry, market, and other external business factors when making decisions; understand own area’s strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; stay abreast of key competitor actions and their implications or threats to the business; create strategies to balance short-term requirements with long-range business plans; and ….
•Technical excellence – Analyze problems effectively: Gather and analyze the most critical information needed to understand problems; probe and look past symptoms to determine causes of problems and issues; integrate information form a variety of sources to arrive at optimal solutions; detect inaccuracies in reasoning and define reasonable alternatives to resolve problems. – Exercise insightful judgment – utilize the appropriate data in decision making; base decisions on sound logic and rational; advance problems toward resolution despite ambiguity or uncertainty; choose the best alternative based on sound judgment; and make timely decisions.
•Communications –Effective verbal skills– prepare and deliver clear, well-organized messages in one-on-one conversations or in presentations; actively engage the audience’s interest and make appropriate adjustments; use non-verbal behavior to appropriately emphasize key points; answer questions clearly and concisely. Written skills – prepare persuasive written material in a timely and efficient manner that clearly and concisely conveys the message; adapt material to the audience; use the appropriate vehicle to communicate and review other’s work constructively.
•Teamwork - Trust – Show consistency among principles, values and behavior; address ethical considerations; confront actions that border on the unethical; communicate without compromising the integrity of the message; do not undermine others for own gain; and do not distort the facts with one’s biases and agendas. Collaboration – Invite and build upon other’s ideas and input; facilitate the contribution of others; appropriately involve others in decisions; credit others for their contributions; recognize and reward outstanding performance and celebrate team’s success; build collaboration by establishing communicating, and reinforcing shared values and norms; and work to remove barriers to collaboration.
•Business focus –- Have an understanding of the international perspective of the Catalyst and Adsorbents business, and of UOP's strategic objectives as they apply to the position. Focus on customers – identify and anticipate customer requirements; continually search for ways to improve customer service; find flexible options to meet customer needs, ensure a level of service that is differentiated form the competition; seek and respond to customer feedback; ensure that customer issues are resolved and …. Results orientation - set high standards of performance for self and others; perform tasks outside area of responsibility; put in extra effort to accomplish tasks; maintain a high level of productivity; foster a sense of urgency in others for achieving goals; … Financial acumen - demonstrate an understanding of how you contribute to overall success; identify ways to manage risk when making financial decisions; make prudent decisions regarding significant expenditures and accurately forecast major sources of cost, revenue and risk; … Strategic thinking – Consider industry, market, and other external business factors when making decisions; understand own area’s strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; stay abreast of key competitor actions and their implications or threats to the business; create strategies to balance short-term requirements with long-range business plans; and ….
•Technical excellence – Analyze problems effectively: Gather and analyze the most critical information needed to understand problems; probe and look past symptoms to determine causes of problems and issues; integrate information form a variety of sources to arrive at optimal solutions; detect inaccuracies in reasoning and define reasonable alternatives to resolve problems. – Exercise insightful judgment – utilize the appropriate data in decision making; base decisions on sound logic and rational; advance problems toward resolution despite ambiguity or uncertainty; choose the best alternative based on sound judgment; and make timely decisions.
•Communications –Effective verbal skills– prepare and deliver clear, well-organized messages in one-on-one conversations or in presentations; actively engage the audience’s interest and make appropriate adjustments; use non-verbal behavior to appropriately emphasize key points; answer questions clearly and concisely. Written skills – prepare persuasive written material in a timely and efficient manner that clearly and concisely conveys the message; adapt material to the audience; use the appropriate vehicle to communicate and review other’s work constructively.
•Teamwork - Trust – Show consistency among principles, values and behavior; address ethical considerations; confront actions that border on the unethical; communicate without compromising the integrity of the message; do not undermine others for own gain; and do not distort the facts with one’s biases and agendas. Collaboration – Invite and build upon other’s ideas and input; facilitate the contribution of others; appropriately involve others in decisions; credit others for their contributions; recognize and reward outstanding performance and celebrate team’s success; build collaboration by establishing communicating, and reinforcing shared values and norms; and work to remove barriers to collaboration.
5. Sr. Sales Training Specialist
Job Description:
There
is an immediate opening for a Senior Training Portfolio Specialist in the
Training Services group within UOP's Process, Technology & Equipment
Business Unit located in Des Plaines, IL. This exciting position is responsible
for developing, selling, and in some instances, delivering training courses for
UOP's process technologies around the globe. The Senior Training Portfolio
Specialist will also be responsible for developing and managing multi-year,
multi-million dollar training engagements with some of UOP's key global
customers, and as such will be required to work closely with Sales, Regional
Service, and all levels of UOP's customers' organizations. A primary focus for
this position will include performing customer training needs assessments and
coordinating the development and/or tailoring of effective training products
for those customers. Specific knowledge of refining process technology and
engineering and/or technical service practices is critical to the success of
this position.
The Senior Training Portfolio Specialist interacts closely with UOP's Engineering Department, Technology Services, Regional Services, and Marketing and Sales groups to develop and deliver effective customer and internal training.
The Senior Training Portfolio Specialist interacts closely with UOP's Engineering Department, Technology Services, Regional Services, and Marketing and Sales groups to develop and deliver effective customer and internal training.
Honeywell Performance Materials and Technology is a global leader in providing customers with high-performance specialty materials, including fluorine products; specialty films and additives; advanced fibers and composites; intermediates; specialty chemicals; electronic materials and chemicals; and technologies and materials for petroleum refining. >
UOP LLC, headquartered in Des Plaines, Illinois, USA, is a leading international supplier and licensor of process technology, catalysts, adsorbents, process plants, and consulting services to the petroleum refining, petrochemical, and gas processing industries. UOP is a wholly-owned subsidiary of Honeywell International, Inc. and is part of Honeywell's Performance Materials and Technology strategic business group. For more information, go to www.uop.com
Accountabilities of this position include:
• Work with other members of the Training Services staff to coordinate training courses worldwide. >• Work with Sales and Regional Services to identify customer training and development program needs.
• Manage long-term training engagements with UOP customers.
• Generate training proposals and contracts for training engagements.
• Develop, deliver and maintain customer and internal training materials for specific process technologies (both classroom and web based training).
• Support e-learning / Web-Based Training initiatives.
• Serve as subject matter expert and conduct training classes for UOP customers and employees.
• Support curriculum and tool development and update training material where needed to meet customer and internal needs.
• Support the development of effective skill assessment tools to evaluate student learning and skill readiness.
• Participate in long-term strategic planning and lend technical and training development expertise to support new product launch initiatives.
• Collect and analyze customer training requirements to support planning and scheduling of courses to meet worldwide customer training demand.
Skills/Qualifications:
•
Bachelor's degree in Engineering required.
• At least five years experience in the
refining, petrochemical, and/or gas processing industries (engineering,
operations, development, sales, manufacturing, engineering or services) is
required.
Additional Candidate Qualifications:
• Degree in Chemical Engineering preferred.
• Strong background in UOP process technologies and/or engineering.
• Strong knowledge of the technical and commercial aspects of the refinery industry is desirable.
• Experience in technical training or peer mentoring.
• Experience in training development methodology, adult learning theories, instructional design, and performance improvement disciplines.
• Ability to drive critical projects to completion.
• Prior field experience is desirable.
• Eager to learn and develop professional training skills. Resourceful, with ability to work and learn independently where necessary.
• Excellent organizational, communication, presentation, problem solving and interpersonal skills.
• Ability to travel up to 25% of the time and handle evening & weekend work hours as needed
Additional Candidate Qualifications:
• Degree in Chemical Engineering preferred.
• Strong background in UOP process technologies and/or engineering.
• Strong knowledge of the technical and commercial aspects of the refinery industry is desirable.
• Experience in technical training or peer mentoring.
• Experience in training development methodology, adult learning theories, instructional design, and performance improvement disciplines.
• Ability to drive critical projects to completion.
• Prior field experience is desirable.
• Eager to learn and develop professional training skills. Resourceful, with ability to work and learn independently where necessary.
• Excellent organizational, communication, presentation, problem solving and interpersonal skills.
• Ability to travel up to 25% of the time and handle evening & weekend work hours as needed
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