Job Description

Requisition Number 46127BR

and Qualifications

I. POSITION SUMMARY

The Aftermarket Business Development Manager(BDM) is responsible for managing the entire customer experience in the aftermarket product lifecycle of Rotoflow and other related rotating equipment. The BDM will build a relationship of trust and technical expertise with his/her assigned accounts in order to drive sales of services including spare parts, field service, engineered upgrades and repairs. In addition to direct customers, the BDM must manage Channel Partners assigned to the region through joint visits and frequent sales forecasting. The BDM will also act as a resource to other sales groups within Air Products to provide a subject matter expert type face to the customer and promote cross selling with other Air Products offerings.

Central challenges within the role include working with customers that have historically been neglected and serviced by third party competitors. The market in which Rotoflow(TM) exists is hyper-competitive with many small and large competitors, and will require the BDM to employ Safety, Speed, Simplicity, and Self-Confidence combined with unique selling strategies to win back accounts lost from competition and grow. The BDM must be passionate about providing a highly response experience to address the customer needs. The position will report to the Aftermarket Commercial Manager.

II, NATURE AND SCOPE

The aftermarket services business is fast paced and extremely competitive. The acquisition of Rotoflow(TM) and the realization of the value depends heavily on recovering from the neglect seen with prior owners of the business and leveraging certain advantages Air Products brings to the market. This will include re-engaging customers, establishing robust relationships, and ensuring the organization understands the commitments necessary to fully satisfy those customers. The commercial organization will be engaging many of the same customers Air Products deals with, so ensuring customer engagement is coordinated and cross-selling opportunities are maximized with ESPS, IG, LNG, etc is key. A large component of this position demands flexibility and drive to meet dynamic and changing needs to establish this new business.

III. PRINCIPAL ACCOUNTABILITIES

This position is accountable for the following end results:

Ensure that Air Product's safety philosophy is upheld by each employee and safety goals are achieved by developing and implementing effective training programs to achieve high levels of safety awareness and competency, Identify and develop new customers and business focused on aftermarket service growth, Manage lead generation, proposal activity, contract negotiations, order intake, customer interface, invoicing, and shipping processes, Manage Channel Partners assigned to region Provide direction and to marketing resources to represent aftermarket needs, Successfully develop customer relationships, manage accounts, and ensure customer satisfaction to ensure repeat business, Close orders and successfully negotiate commercial agreements, Work collaboratively and coordinate with company sales teams to identify, develop, and support new equipment and cross-selling opportunities as needed, Work directly on strategic accounts, and support all selling resources with direct involvement as needed. Focus on Multi-Product (other rotating equipment) including Air Products assets and Trade customers Initiate and manage large multi-site contracts with end-users across the Americas region Driving growth and loading of Houston Service Center and associated revenue/profitability Driving regional other OEM growth

IV. MINIMUM REQUIREMENTS AND QUALIFICATIONS

Technical Degree (BA/BS/BEng) and/or 10+ years of experience; mechanical engineering background a plus, Sales, commercial or applications background in rotating equipment. Detailed knowledge of turbomachinery, accessory systems, and related technologies and services, Demonstrated commercial success, with an emphasis on technical selling experience, and imparting a winning spirit to achieve goals, Ability to create, foster, and sustain customer relationships, Ability to negotiate complex commercial contracts and work across a large matrix organization to close deals, Excellent written and oral communication skills and strong sales skills, Excellent creativity, problem solving, and decision-making skills - including an understanding of when to escalate both technical and administrative decisions, Ability and drive to continuously improve and eliminate unnecessary barriers or complexity to meeting customer needs. Familiarity with using Salesforce Ability to extensively travel across the Middle East region

Employment Status Full Time

Organization Global Engrg Mfg Technology & Equipment

Business Sector / Division Gardner Rotoflow and Standard Products