EPC Hydrocarbon Business Development Manager

The Bergaila Companies•Houston, TX

2d•$140,000 - $170,000•Onsite

About The Position

We put the unity in "opportunity." Opportunity Snapshot: Compensation: $140,000 - 170,000.00/year Bonus: 20% Annual Target Location: Houston, TX (77023) Work Schedule: M-F / 40 hours Assignment Duration: Direct Hire, Full-Time Benefits: Comprehensive Medical, Dental, 401K, holiday and paid time off accrual SUMMARY Serves as sales manager in assigned area from initial client contact through opportunity development and deal closing. PRIMARY JOB DUTIES/RESPONSIBILITIES Promote and market Merichem technologies, catalyst, adsorbents and services through technical sales visits, presentations and relationship development. This role’s focus is on technology sales and services, but it does provide support the other business lines. Work in conjunction with and lead Merichem sales representatives in assigned region, to provide market intelligence, identify project opportunities, build relationships with key client decision makers and close sales Develop and execute selling strategy Interface with customer for all sales related communications Manage all contractual documents, including effective interface with Merichem Legal. Provide review and input of key issues Develop selling price for proposals Lead negotiations with customers Interface with Proposal team for proposal development, including development of proposal technology concept design and pricing Continue to develop knowledge of Merichem technologies, sales and business processes Begin to understand geographical area issues, competitors, key client power centers Develop account plans for major customers in territory Follow risk procedure and identify risks associated with project sale/execution Create monthly status reports including sales prospects, upcoming opportunities and regional sales strategy plan. Developed relationships and trust with key client process/project personnel based on understanding their needs Decide sales strategy, customer/prospect contacts and priority of proposals Recommend sales pricing, advertising/marketing procedures and strategies Show progress and continue to develop the 6 critical sales and business skill sets: Master MPT technologies Proven track record of closing sales Proven ability to make contacts at multiple levels in key customer organizations and understands their politics, power centers Develop relationships with clients that recognize Merichem’s value Evaluate competitor’s position, technology and strengths in sales plan Demonstrate outside customer focus while balancing internal company requirements Meet or exceed annual targets in line with marketing goals and assignments Continuously improve our commitment to excellence in Environmental, Health, Safety and Security performance Other duties as assigned by management

Requirements

Bachelor’s degree in Chemical Engineering required
5 years of experience in refining or midstream industry or equivalent required
Minimum of 1 year of experience selling to refineries or midstream or equivalent required
Skilled presenter with industry contacts
Demonstrated ability to network globally
Significant knowledge of at least one of: refinery, midstream and petrochemical processes required; knowledge of the application of Merichem’s technologies and services preferred
Sales, interpersonal and negotiating skills, good writing and speaking skills required
Capable of screening prospects/requests for proposal through technical evaluations, process recommendations, proposals, price negotiations, contract development/negotiation and award required
Travel 45% or more domestic and/or international
Must have a current, valid driver's license and passport
Able to be insurable under our company's liability insurance policy

Nice To Haves

Competence in a second language (Spanish) and/or language of assigned territory preferred
Knowledge of amine and caustic treating principles for removal of sulfur and acidic impurities from hydrocarbon streams, both liquid and gaseous or H2S treating of gasses strongly preferred
Knowledge of spent caustic treating principles beneficial

Responsibilities

Promote and market Merichem technologies, catalyst, adsorbents and services through technical sales visits, presentations and relationship development.
Work in conjunction with and lead Merichem sales representatives in assigned region, to provide market intelligence, identify project opportunities, build relationships with key client decision makers and close sales
Develop and execute selling strategy
Interface with customer for all sales related communications
Manage all contractual documents, including effective interface with Merichem Legal.
Provide review and input of key issues
Develop selling price for proposals
Lead negotiations with customers
Interface with Proposal team for proposal development, including development of proposal technology concept design and pricing
Continue to develop knowledge of Merichem technologies, sales and business processes
Begin to understand geographical area issues, competitors, key client power centers
Develop account plans for major customers in territory
Follow risk procedure and identify risks associated with project sale/execution
Create monthly status reports including sales prospects, upcoming opportunities and regional sales strategy plan.
Developed relationships and trust with key client process/project personnel based on understanding their needs
Decide sales strategy, customer/prospect contacts and priority of proposals
Recommend sales pricing, advertising/marketing procedures and strategies
Show progress and continue to develop the 6 critical sales and business skill sets:
Master MPT technologies
Proven track record of closing sales
Proven ability to make contacts at multiple levels in key customer organizations and understands their politics, power centers
Develop relationships with clients that recognize Merichem’s value
Evaluate competitor’s position, technology and strengths in sales plan
Demonstrate outside customer focus while balancing internal company requirements
Meet or exceed annual targets in line with marketing goals and assignments
Continuously improve our commitment to excellence in Environmental, Health, Safety and Security performance
Other duties as assigned by management