Uop Project Sales Manager

Job Description

Driving Infinite Possibilities Within A Diversified, Global Organization

UOP is a wholly owned subsidiary of Honeywell. It is an international supplier of process technology, products, engineered systems and technical services to the petroleum refining, petrochemical, gas processing and energy industries and is a leader in the research and development of petroleum and petrochemical processing. Our broad objectives center on the continual development and improvement of petroleum refining, petrochemical, gas production, energy and chemical production technology.

There is an immediate opening for a Project Sales Manager – based in Jakarta, Indonesia. The objective of the holder of this position is to provide the necessary customer coverage, relationship management and commercial and technical positioning of UOP process technology and equipment to ensure optimum market share in the region. The successful approach requires flexibility, innovation and sensitivity to client needs and to delivery of value. Candidates must have a sound technical and commercial refining and/or petrochemical industry background and be motivated towards meeting customer needs and achieving sales success and contributing effectively to the meeting of business unit profitability and volume.

Key Responsibilities:

• Delivering on assigned sales targets (bookings). Delivering bookings is one of the key elements of the Project Sales Manager role.
• Maintaining accurate Business Forecasts in Salesforce.com (SFDC) with focus on project close dates, accurate probabilities for UOP success (including “call”) and accurate representation of expected UOP fees. Maintaining an accurate forecast is one of the key elements of the Project Sales Manager role.
• Fostering relations with UOP’s customers at the working and senior leadership levels to grow UOP business. Relationships will be a key element for personal and UOP success in the region.
• Develop a clear understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision making structures.
• Growing the pipeline of project opportunities by leveraging a combination of relationships; solution selling skills; and value selling through a knowledge of UOP’s offerings.
• Organizing and leading internal RFQ/proposal review and pricing/bid strategy meetings.
• Leading the project opportunity through prospecting, value proposition development, and setting Technical and Commercial strategies,
• Using solution selling and Miller Heiman tools for strategy development in accordance with guidelines.
• Prepare commercial proposals with the assistance from the respective business. sales support, engineering, R&D, service groups, and wider Honeywell organization.
• Preparation, negotiation and execution of License / Engineering / Proprietary Equipment, and Non Disclosure agreements along with review of received Purchase Orders. Processing all these documents through SFDC through to acceptance and execution.
• Ensure up to date knowledge of UOP’s refining, petrochemical, and sustainable technology portfolio to identify project opportunities.
• Assist with managing and follow up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent.
• Plan travel, sales calls to remain within the allocated travel budget.
• Participate and present at Industry seminars and conferences.
• Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s produce/service performance to support market analysis and planning activities
• Ensuring maximum pull through of UOP equipment in all sales events
• Ensure UOP Asia HUB business operating guidelines are followed.
• Ensure HR/HS&E policies/procedures are maintained / followed.
• Maintaining all records necessary to document various stages of a project such as project development. Tender reviews, internal strategy discussions, client meeting notes etc for every project.
• Ensuring client satisfaction through various phases of a project including sales, engineering right through to commissioning.

Key Experience & Capabilities:

• Chemical Engineering Degree

• Excellent communication skills – written and oral.

• A minimum of 10 years experience in the Refining and / or Petrochemical Industry

• Some previous Operations / Technical Services experience preferred

• An understanding of the refining and petrochemical industry in Indonesia and familiarity with the customer base in Indonesia

• Willingness to travel for at least 50% of the time on a need basis.

• Strong and demonstrated background in technical skills

• Must have an outgoing personality and an ability to work in a team environment.

• Should be a self-motivator

• Fluent in Bahasa Indonesia

About Us

The world is changing. And it’s a familiar story at Honeywell. Our $36 billion business was founded on a legacy of firsts spanning 130 years. We’re building a safer, smarter, and more sustainable world through our technology and software across each of our 930 sites globally. Our impact is seen in every shape and size around the world. Our solutions are felt daily in aerospace, buildings and cities, retail, chemicals and materials, safety, industrial and manufacturing, safety, and supply chains.

Discover More

At Honeywell, we make a lot of incredible things. But most importantly, we make the future, and are looking for people to join our team global team of future shapers. There’s a lot more available for you to discover. Our solutions, our case studies, our #futureshapers, and so much more. Learn more at careers.honeywell.com/us/en/

When you join Honeywell, you become a member of our performance culture comprised of diverse leaders, thinkers, innovators, dreamers and doers who are changing the future. Our people are committed to each other and to the realisation of our vision through their unique job functions. Our businesses embrace the challenges of innovation so that we define the future. And our global opportunities are endless for you to grow and get recognised for your passion to perform.

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

For more information on how we process your information in the job application process, please refer to Recruitment Privacy Notice.
If a disability prevents you from applying for a job through our website, request assistance here. No other requests will be acknowledged.

Copyright © 2020 Honeywell International Inc

Additional Information

• JOB ID: HRD150589
• Category: Sales
• Location: Menara Prima 24th Floor Block 6.2, Jl. Dr.Ide Anak,Agung Gde Agung, RT.5/RW.2, Kuningan Tim., Kota Jakarta,Jakarta,JAKARTA,12950,Indonesia
• Exempt