یک شرکت بین المللی فعال در ایران با زمینه کاری نفت و گاز، در نظر دارد تعداد محدودی دانش آموخته با مهارتهای ذکر شده در فایلهای پیوست را برای تصدی مشاغل زیر استخدام نماید :

Regional Service Manager – Refining & Petrochem

Sales Account Manager – Oil & Gas

Business Development Manager

Channel Business Manager – HPS

از علاقمندان درخواست می شود رزومه خود را حداکثر تا تاریخ 28 آذر ماه با موضوع ایمیل “درخواست استخدام در شرکت بین المللی” به ایمیل دبیرخانه انجمن مهندسی شیمی ایران با آدرس iache1371@yahoo.com ارسال نمایند

JOB DESCRIPTION

THE POSITION

Purpose of the Job

Drive the organization to reach a profitable business development growth within targeted Key Distributors and / or targeted Key End Customers in both Industrial Safety and Productivity Products Businesses

Preserve the existing business within key accounts and generating new business. Create credibility, build strong, lasting client relationships and earn the client’s trust

Principal Responsibilities

Establish strong strategic partnership with Key accounts (Distributors or / and End Customers), leading to the positioning of HW Safety Products and Productivity Products as first choice

Measure current business development within Key Accounts and develop action plans to increase business development revenue

Responsible for building and implementing key account plan (business potential, contact lists, competition, value proposition and action plan

Manage getting the right resources to support the key account plan

(complex contract negotiation (three parties , pan European account

Build strong relationships with the decision makers within the key account, create and identify business opportunities

Engage with internal resources (e.g. Product Business Development Specialist) to win product or solution specific opportunities

Identify and target Vertical Sector Key Accounts which will provide business development opportunities

Understand and communicate industry trends (safety standard, change of technology, future mobility trends, vertical markets…), competitive strategies and product technologies

(Provide input for the annual operating plan (AOP) and the long term business plan LTBP)

Provide data to support monthly product forecasting process

Ensure distributors are working to distribution terms and conditions, and providing the partner development strategies to deliver revenue and consistency of approach

Develop written account plans that describe how the partnership will deliver results

Reach business development and profitability targets for each line of business for the targeted large accounts

Lead presentations, proposals and key account plans as necessary

Detect cross business developing opportunities within HSP, HLS, PP and HON

Product Knowledge – Will be the first contact person for the customers and partner in the region for HW complex respiratory range (SCBA, airline and escape) and portable gas detection queries, Mobility Products and Safety. Adequate product knowledge through self-learning and HW materials, courses, resources etc. will be necessary

Use of CRM including sales related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business plans, MSAS plans as appropriate, quotations, price

requests, revenue forecast data, SKU requirement data, schedule dates and team members. Take responsibility for the data integrity in the system

Main Networks & Contact Links

Internal

TSM

PSS

Marcom

Finance

Customer service

Legal

Pan European Large account leader

ISC

External

Distributors

Partners

End customers

(Lobbying (Federation/Industry club

Supervisory Responsibilities

None

Geographic Scope & Travel Requirements

Extensive travel throughout the region visiting existing and potential end customers and distributors (>60%)

Key Performance Measures

Business development growth

Margin

Number of LOB per key account

THE CANDIDATE

1. (Education Required (academic and/or technical education

University degree in business administration OR commercial/technical education

1. (Work Experience Required (area and length of experience

Min. 5 years customer-facing outside business development experience, business developing to end customers and distributors

Experience in key account management

Experience in business development of products through the indirect business development channels (distributors

(Experience in B2B sector

1. Technical Skills & Specific Knowledge Required (specific skills and knowledge required for the position

(Good negotiation skills

Good understanding of how to manage distributor relationships to ensure a profitable collaboration

.Ability to embrace a large amount of knowledge: logistic, legal, finance

Project management skills

Fully conversant with MS Office

1. (Behavioural Competencies Required (e.g. organisational skills, ability to lead a team, etc

Excellent verbal and written communication and influencing skills on all levels of an organisation

High level of customer orientation coupled with a solution-oriented approach

Goal-oriented and able to deliver on commitments

Ability to work and organise workload independently

High level of integrity and demonstrated portrayal of the 12 HW behaviours

Persuasive – ability to influence

Diplomatic and able to build objective lines of argument/rationales for action and present viewpoints assertively

Time management, organisational skills

Analytical – problem-solving ability

Cross developing mindset

Able to work in conflictive situation during negotiation

Ability to mobilize internal resources and work in a cross functional manner

1. (Language Requirements (written and spoken skills

Fluent in written and spoken language of the Country of employment

Business fluent in written and spoken English

Additional languages an advantage

Others

Full driver’s licence

:Position Overview

The position of the Regional Service Account Manager plays a key role in providing technical support to UOP’s Service Agreement customers, primarily in the area of ongoing operations of UOP’s licensed units. The primary objective of this role is ensuring customer satisfaction with UOP processes and products, understanding the customers’ needs, fostering and maintaining strong customer relationships, and looking for opportunities for further UOP business

The candidate needs have strong problem solving skills, be able to manage time and multi task, be a keen learner, be comfortable working independently as well as with cross-departmental teams and have good communication skills. The candidate should have wide knowledge of refining technologies, ideally with direct experience of UOP technologies. They should also be able to handle in depth technical discussions and will be expected to play a leading role in problem resolution from both a technical and commercial viewpoint. The position will be based in Tehran, Iran

:Responsibilities

Manage customer relationship for an identified customer base

Build strong relationships with customers’ personnel across several levels of organization

become knowledgeable about the customers’ refinery configuration, their operating goals and strategies, and how UOP products and services fit or could fit into these

.Oversee customer Service interactions with UOP

Visit customers’ sites regularly for in-depth discussions and consultation on current operations, potential improvements in operations, other discussions on technology transfer issues. Engage customers to obtain and/or review operating data to enable value added technical support

Manage the troubleshooting efforts for the assigned customers with the help of UOP’s Technical Service Departments as necessary to ensure that timely, accurate and effective support is provided to maintain overall customer satisfaction

Support unit start-ups and catalyst reloads: discuss timelines, work scope and UOP involvement with customer to agree plans for UOP site-support

Work closely with UOP Sales counterparts to share customer intelligence and develop specific strategies to target, win and retain future business and prospect for business opportunities

:Qualifications & Experience

Bachelor’s degree in Chemical Engineering

Minimum of 7 years’ experience in a Refinery environment

Can demonstrated strong understanding of the refining / petrochemical / gas processing business practices and industries

Technical, Projects & Operations experience

Experience working with third parties is highly preferred

Fluent in written and spoken English

Demonstrated communication and interpersonal skills

An ability to work independently

Strong analytical skills

Building strong relationships

Customer focused

Channel Business Manager

HPS is a global leader that has pioneered process automation control technologies for more than 35 years and helps industrial customers around the world operate safe, reliable, efficient, sustainable and more profitable facilities. HPS offers technologies that extend information and knowledge from the plant floor to the board room and comprehensive lifecycle services that help ensure more productive and stable operations. HPS has the breadth of resources and experience to execute projects of every size and complexity and serves the needs of customers in the oil and gas, refining, pulp and paper, industrial power generation, chemical and petrochemicals, biofuels, life sciences, and metal, minerals and mining industries

A significant and growing part of our business is conducted through channel partners, who make up a critical part of our value chain to the market

We are seeking experienced, highly professional Channel Business Managers to grow our business through the

partners in region

:Responsibilities

Build and maintain long-term professional relationships with owners, managing directors, and sales teams

Grow HW share within partner’s total business

Achieve assigned quota by working closely with assigned partners and their sales teams.

Pipeline Reviews periodically

Complete Mutual Account Plans and quarterly reviews with all partners, execute with urgency, and achieve planned results

Maintain an accurate orders forecast for revenue and income planning

Keep accurate opportunity records in CRM

Make certain partners are adequately trained, carry proper demos, and can clearly articulate value propositions for all represented products

Ensure stocking levels are adequately maintained per contract

Work with partner to maintain reporting of Point of Sale data

Implement channel programs / drive growth initiatives

Manage conflict swiftly and efficiently

Lead and execute sales campaigns and initiatives

:Qualifications & Experience

Minimum 5 – 7 years’ experience in indirect channels within the automation industry, preferably in the Oil & Gas, Petro Chemicals, Power and Utility and Mining, Metals and Minerals industries

Experience in selling industrial automation products like Transmitters, PLC’s, Tank Gauging Systems, Gas regulators, flow meters etc

Education Level: Bachelor’s Degree in engineering

Strong track record and demonstrable success in managing channels in the industrial market

Proven business acumen in channel planning and management

Strong ability to manage through influence

Solid understanding and experience with B2B contracts for distributors, manufacturer’s representatives and OEMs

Active experience with System Integrators and/ OEM’s

Skills in areas of planning and holding commercial negotiations

Excellent verbal/written/presentation skills

Ability to communicate and collaborate at executive management levels internally and externally

Demonstrated experience in conflict management

Experienced in the use of CRM tools and Strategic Selling methodologies such as “Value Based Selling”

Ability and willingness to travel with typically 50% away from home