Air Products
POSITION SUMMARY
To manage and develop the portfolio of Liquid Helium Dewars, Specialty Gas and Related Gas Equipment accounts In UAE and Export (CIS, Turkey, Gulf & North Africa) in order to achieve the budgeted sales volume and revenue growth, maximise the portfolio profitability & develop geographical high potential clusters in the region.
The SG Business Development Manager will be responsible for the proactive sales of Specialty Gases product lines and the management of customers involved with these offerings in order to profitably grow their business. This business growth will come from a combination of new customer acquisition, portfolio growth at existing customers and pricing development. The role is intended to be a specialized function that works alongside the Industrial Gases team and will require the ability to demonstrate strong product and market knowledge, highly consultative selling skills and an understanding of customer applications. It will report to the Country Sales Manager.
This position offers an exciting opportunity to make a significant impact on our business and contribute to our continued growth and success.
NATURE AND SCOPE
• Develop and implement comprehensive sales strategies and plans to achieve revenue targets for specialty gases and liquid helium Dewars both locally and regionally.
• Identify and pursue new business opportunities in target industries and markets, leveraging industry insights to drive growth.
• Build and nurture strong relationships with existing customers, serving as a trusted advisor to ensure satisfaction and loyalty.
• Proactively engage with key stakeholders, including procurement managers, engineers, and senior executives, to understand their needs and align our offerings with their requirements.
• Collaborate closely with internal cross-functional teams, including technical support, logistics and operations, to develop tailored solutions and address customer challenges effectively.
• Conduct regular market analysis and competitor assessments, market developments, and competitive dynamics.
• Prepare and present compelling sales proposals, presentations, and business cases to customers, demonstrating the value proposition of our products and services.
• Drive sales performance through effective pipeline management, opportunity tracking, and sales forecasting, ensuring accuracy and reliability in reporting.
DIMENSIONS:
• Portfolio business size(spec, DHE Export):Turnover of annual Budget assigned by AP management.
• Countries: UAE, Export.
• Market volume: ~ 30 K cylinders/year, 1800 Dewars/Year.
PRINCIPAL ACCOUNTABILITIES
This position is accountable for the following end results:
• Define the commercial strategy for the SPEC Gases business & DHE in UAE, Export, in collaboration with the Commercial Manager through a well documented business plan .(30 %)
• Develop and grow the existing portfolio through signing of new accounts with a focus on differentiation offerings through new added value products and services and key strategic accounts and OEMS. (20%)
• Meet and exceed financial sales and profitability targets as laid out in and product operating plans and General Price Increase Programs. Run P&Ls to ensure the profitability of each product line.(5%)
• Sales role to include : Prospection, Preparation of Proposals, Negotiate long term supply contracts to realize long term relations and supporting credit control to reduce the receivable amount on ad hoc basis to influence through commercial relationships.(10 %)
• Support grow AP business through action plans including commercial / technical support .(10%)
• Act as focal point of contact between Customer and AP, Respond with adequate and timely response on Customer complaints on all commercial matters including issues related to Finance and Supply Chain to enhance the Customer Experience. (10%)
• Present monthly business overview to management. (5%)
• Present monthly business overview to management and communicate necessary market and competitive information to the AP business management and establish integrated communication modes on accounts/opportunities transferred to AP IAM (5%)
• To realize market intelligence and update our market database by communicating necessary information to AP business management.(5%)
This position is accountable for the following end results:
• Managing Spec Gas, DHE Export Sales portfolio and accountable on annual results based on AP MEET sales Budget
• Growth product line within designated geography (defined above).
• Achieve Individual Sales Target by product line on monthly /Yearly basis.
• Price increase/enhancement on designated customers.
Requirements:
• A graduate (4 years high school or university) in a business or technical discipline (chemistry, chemical engineering, etc.)
• Minimum 5 years experience in the same role within the same industry
• Previous ‘B to B’ commercial experience, including direct sales responsibility, of at least 3-5 years in an international industrial company.
• Excellent interpersonal, negotiation, and communication skills, with the ability to build rapport and trust with customers and internal stakeholders at all levels.
• Fluency in spoken and written English are essential.
• Good social and communication skills.
• Ability to thrive in a fast-paced, dynamic environment, managing multiple priorities and deadlines effectively.
• PC literate (Windows, Outlook, Word, Excel, etc.)