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Sales Account Manager
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Архивная вакансия
от 14.06.2012 |
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Компания:
UOP Honeywell
Направления деятельности:
Нефтехимия
Регионы работы:
Москва
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Sales Account Manager
POSITION ACCOUNTABILITY SUMMARY:
The front line sales person is accountable for the following activities:
• Manage the corporate customer relationship for an identified regional customer base promoting UOP and agreed initiatives to maximise revenue potential in the refining and petrochemical sector.
• Ensure up to date knowledge of UOP’s CAS R&P product portfolio to identify project opportunities.
• Lead the project development phase, agreeing strategy, and resources.
• Lead the project proposal phase, developing commercial proposals in an agreed time frame, based upon agreed commercial terms with your Sales Manager. Work closely with the Service group in preparation of technical proposals.
• Negotiate and close sales, managing the agreement preparation or Purchase Order handling as necessary.
• Manage the project handover (Sales Order Form, BF update, win/loss report) as appropriate.
• Deliver agreed annual sales revenue, volumes, price and product mix for the CAS Product portfolio.
• Manage and follow-up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent.
• Make presentations as agreed at industry conferences. Manage agreed UOP seminars/conferences in conjunction with UOP’s Marketing department.
• Develop intelligence concerning customers; customer segments; competitors and UOP’s product/service performance to support market analysis and planning activities.
• Forecast CAS sales revenue potential for your customers, updating regularly.
• Assist in identifying and communicating cross-SBU project opportunities to the relevant SBU.
• Plan travel, sales calls and customer entertainment to remain within an allocated expense budget.
Qualifications
Education: higher technical (chemical, oil&gas)
Work experience: 5 years in similar area (catalysts sales), FSU market knowledge
Language: Russian and English fluent
Work permit in Russia
CRITICAL POSITION BEHAVIOURS:
Key Behaviours: Growth & Customer Focus; Gets Results; Leadership impact; Makes People Better; Champions Change; Fosters Teamwork & Diversity; Global Mindset; Intelligent risk taking; Self-aware/Learner; Effective Communicator; Integrative Thinker; Technical or Functional Excellence
Growth & Customer Focus – Clear understanding of refining and petrochemical markets, business economics and impact of developments on UOP’s business. Focusing on added value to customers’ business by employing UOP’s catalyst, adsorbents and specialty products portfolio
Gets Results – Play a key role in defining customer needs and UOP solutions with the leadership demonstrated both with customer and UOP employees involved. Engage all involved in the process of identifying and pursuing the best catalyst solution. Lead efforts to differentiate UOP in the market place.
Self-aware/learner – Develop new sales channels and techniques in response to the differences in the markets as well as changing customer preferences. Manage the feedback from markets to assist in channeling R&D efforts into realistic targets.
Effective Communicator – Act as the focal point in the relation between UOP and customers, demonstrate effective communication skills, promote continuous information exchange between parties involved.
Fosters Teamwork & Diversity – Establish a positive working team environment for intra and inter SBU activities to foster a co-ordinated sales function that aims at maximising the overall business opportunities of a specific customer.
Please apply for the role trough Honeywell career website: http://www.careersathoneywell.com/en/JobSearch/JobDescription.aspx?LanguageID=1&jobid=00196193 or contact me on my e-mail: anna.szybowska@honeywell.com
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