At Air Products, our purpose is to bring people together to reimagine what’s possible, collaborate and innovate solutions to the world’s most significant energy and environmental sustainability challenges. Grow with us as we embark on building tomorrow together by being the safest, most diverse and most profitable industrial gas company in the world.

Reimagine What’s Possible
The Engineered to Order (ETO) Systems Sales Manager will be part of a global team who sell engineered to order nitrogen or process gas membrane systems for a variety of applications into multiple industries such as oil and gas, chemicals, renewables, and agriculture. The customer base is comprised of EPCs, licensors and industrial and chemical manufacturers. The ETO Systems Sales Manager will develop new and manage existing accounts with emphasis on the larger and more technical customer/applications. The position collaborates with and is supported by a team of process engineers, project managers, marketing managers and sales support team members that is not co-located with the incumbent.

The ETO Systems business is a strategic segment, with ~10% of direct revenue, and an additional ~10% of revenue through the Global Service and Support (GSS) segment.
The ETO Systems Sales Manager will work independently and collaborate with other Air Products sales resources to identify, acquire, and retain Membrane Solutions customers. This role is a global role, supporting the global EPC and end users for ETO Systems Process Gas and ETO Systems Nitrogen systems. A particular focus will be on growing and supporting business in the SE Asia and Asia Pacific region, providing regional insights to opportunities and landscape.
Air Products Membrane Solutions is part of Air Products Global Engineering, Manufacturing, Technology, and Equipment Division (GEMTE). The ETO Systems Sales Manager role will also have development opportunities to support broader GEMTE and APCI business units as the key commercial interface in region, such as LNG, Equipment Sales and Plant Support (ESPS), Helium, and/or Generated Gases.

DIMENSIONS:

• Position will be accountable for ~$5MM in sales, including direct selling, channel partners, and technology integrated into larger Air Products’ equipment
• Primary position responsibilities include securing new business and serving as primary point of contact for ongoing projects under development and execution.
• Key tasks include prospecting, needs assessment, assisting in preparing and presenting proposals, negotiating pricing and terms and conditions, and engaging internal resources.
• Technical aptitude required. Opportunities are typically multi-year in length and may involve application specific equipment knowledge, technical services and integration with multiple products.
• Consultative sales techniques require engaging engineers, applications technology specialists, product managers and administration.
• Collaborates with GSS Sales team to ensure customer transition from project installation to active end user support.
• Collaborates with commercial and product management resources in regional offices around the globe.
• Works alongside Business Development team to prepare strategic business plans and identify potential customers / industries for Sales Strategy Development.
• Works with Marketing Team and Product Managers to attend Trade Shows and provide valuable input to keep current all customer facing documents and materials.
• Adept at working in a matrixed organization.

PRINCIPAL ACCOUNTABILITIES
This position will be accountable for the following end results:

• Sell new ETO Systems PGS and ETO Systems Nitrogen Projects, deliver on Revenue and DP targets.
• Negotiate and manage EPC relationships, customer contracts and supply agreements.
• Interface with Product Managers, Project and Process Engineering to bid projects and manage change orders.
• Evaluate and effectively screen opportunities commercially to maximize work efficiencies.
• Collaborate with Proposal Manager to offer highly successful and competitive proposals.
• Assess effectiveness of sales strategies and licensors.
• Application of competitive and market insight to product development team for prioritization and strategy.
• Maintain a healthy and current sales funnel and opportunity pipeline documented in CRM.
• Provide CRM reporting as required by Leadership.
• Provide financial and manufacturing forecasting as required by Leadership.
• Support the process of continuous improvement and zero failure as the goal and vision to become the first choice among customers.
• Serve as a mentor to less experienced commercial employees.

MINIMUM REQUIREMENTS AND QUALIFICATIONS

• Demonstrated sales success with emphasis on technical content of application and product.
• Degree (BA/BS/BEng) with 5 to 10 years of experience with a STEM/ Technical degree preferred. Candidates with 10+ Prior Sales or on-Site Technical Service Experience with chemical process equipment will also be considered.
• Familiarity with process gases, refineries, membrane technology, and inert generators are a plus.
• Experience with CRM or similar customer software system for opportunity pipeline management required.
• Set clear direction and priorities for inside sales manager.
• Must be willing to travel monthly at a minimum to SE Asia if not based in region.

We are the world’s largest hydrogen producer with over 80 years of industrial gas experience. We are hydrogen experts delivering safe, end-to-end solutions, investing in real, clean energy projects at scale, and driving the industry forward to generate a cleaner future.

At Air Products, we work in an environment where we put safety first, diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visit About Air Products.

We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance and retirement plans. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.

We are an Equal Opportunity Employer (U.S.). You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.

Air Products is committed to working with and providing a reasonable accommodation to individuals with disabilities. If you have a disability and you believe you need a reasonable accommodation to search for a job opening or to submit an online application, please e-mail us at talent@airproducts.com. General application status inquiries are not answered by this mailbox rather you’ll receive an e-mail directly from our Career Center and/or the Talent Acquisition Specialist.

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