Commercial Manager, GCPL

Air Liquide•Houston, TX

11d•Onsite

About The Position

The Commercial Manager for the Gulf Coast Pipeline manages business opportunities and customer relationships for industrial gases, utilities, and services across assigned pipeline and on-site accounts. The role contributes to the GCPL strategic plan, develops and negotiates customer proposals and contracts, manages assigned accounts and commercial performance, and works with customers and internal teams to maximize opportunities and company asset profitability. The position also supports strategic account managers and market-group initiatives, shares relevant industry and account trends with senior management, and follows safety rules and environmental regulations at company and customer locations.

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 how products and services apply 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 work 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; visa sponsorship is not available 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 available 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, negotiate key raw materials such as crude hydrogen.
Contribute to the strategic plan for the Gulf Coast Pipeline.
Manage assigned customer accounts, 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.
Serve as the liaison for customer communications and develop relationships with key customer contacts.
Share knowledge and experiences with the peer group.
Maintain and update appropriate information in competitive databases.
Facilitate involvement with trade associations where applicable.
Facilitate World Market Group involvement with 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, operations, and financial trends in the chemical, metals, and refining industries or specific accounts that may affect the business.
Work proactively with customers, operations, and management to maximize company asset profitability.
Observe safety rules and environmental regulations at company and customer locations.
Proactively identify and report unsafe conditions at company locations.