Commercial Manager, GCPL

Air Liquide•Houston, TX

13d•Onsite

About The Position

The Commercial Manager for the Gulf Coast Pipeline manages business opportunities and customer relationships for industrial gases, utilities, and services for assigned pipeline and on-site accounts. The role develops opportunities, evaluates project feasibility, presents proposals and projects for approval, negotiates and formalizes customer contracts, and contributes to the Gulf Coast Pipeline strategic plan. The manager administers assigned customer accounts and contracts, monitors sales, profitability and accounts receivable, and works with customers and internal teams to maximize the profitability of company assets. The role also supports industrial customer growth, strategic account managers, market group initiatives, and customer communications. It requires collaboration with customers, operations, engineering, sales, management, and market groups, as well as awareness of relevant industry and account trends. The position is based in Houston, Texas.

Requirements

Bachelor of Science in Engineering (chemical or mechanical) or a business-related degree.
At least 5 years of industrial gas business experience.
At least 5 years of commercial experience.
Knowledge of customer processes and the application of products and services to those processes.
Knowledge of air separation technologies and their cost advantages and disadvantages.
Knowledge of pipeline system dynamics, operations, restrictions, and cost factors.
Knowledge of pipeline and meter design, construction, and maintenance.
Knowledge of the chemical characteristics of oxygen, nitrogen, argon, hydrogen, carbon dioxide, syngas, carbon monoxide, steam, and ozone.
Excellent management and negotiation skills, with the ability to interact diplomatically with a broad range of people.
Ability to recognize and develop product and service opportunities.
Free-thinking, innovative, and adaptable approach to customer solutions.
Ability to function in a highly decentralized team environment with minimal internal structure and extensive flexibility.
Ability to train, mentor, and encourage other sales personnel.
Ability to perform complex project economics.
Excellent verbal and written communication skills.
Ability to formalize business relationships and projects through written contracts.
Excellent interpersonal, business, and analytical skills.
Light lifting.
Travel as needed.
Valid U.S. employment authorization without a need for visa sponsorship now or in the future.

Nice To Haves

Master of Business Administration.

Responsibilities

Identify and generate business opportunities.
Prepare and analyze preliminary project economic feasibility studies using existing employee resources.
Present proposed projects to senior management for approval and lead project teams for accepted projects.
Prepare and present proposals that meet customer expectations and business objectives.
Write contracts and lead customer negotiations through closing; where appropriate, lead negotiations for key raw materials such as crude hydrogen.
Contribute to the strategic plan for the Gulf Coast Pipeline.
Manage assigned customer accounts and administer contracts; manage billing and regularly optimize and report sales and profitability.
Monitor and minimize accounts receivable.
Maintain customer databases and files.
Renegotiate or extend pipeline sales agreements.
Participate in or lead sales teams to grow Industrial Customer business within assigned accounts, including gaseous, liquid, and cylinder products.
Serve as liaison for customer communications and develop personal relationships with key customer contacts.
Share knowledge and experience with the peer group.
Maintain and update appropriate information in competitive databases.
Facilitate involvement with trade associations where applicable and World Market Groups for assigned accounts.
Participate in Chemical, Metals, and Refining Market Group project teams.
Support strategic account managers.
Develop working relationships with customers, market groups, operations, engineering, Industrial Customer Region Sales, and management to maximize opportunities.
Inform senior management of technical, operational, and financial trends in the chemical, metals, and refining industries, or in specific accounts, that may affect the business.
Work proactively with customers, operations, and management to maximize the profitability of company assets.
Observe safety rules and environmental regulations at company and customer locations.
Proactively identify and report unsafe conditions at the company.