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There is an opening for an Account Manager in the European Customer Success Organization based in Italy. 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 technologies, products, equipment and services to ensure optimum market share in the region. The successful approach requires flexibility, innovation, sensitivity to client needs and value delivery. Candidates must have a sound technical and commercial background; knowledge of UOP technologies and products; and be motivated towards meeting customer needs, achieving sales success and contributing effectively to the meeting UOP’s annual sales objectives.
Accountabilities of this position include:
- Own the customer relationship with assigned customers
- Forecast sales and revenues on a weekly basis and commit to your forecast
- Develop and maintain good working relationships with key customer personnel from the executive level to the working and execution groups – together with the Service Manager
- Work with complex international companies as well as growing, independent, focused companies to discuss how they make money, what issues they face and discuss/develop UOP solutions to improve their operations and profitability
- Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures.
- Communicate client needs and drivers to relevant groups within UOP and communicate UOP questions and clarifications effectively to client.
- Positioning of relevant process technologies and equipment with a view to ensuring UOP’s success as well as maximizing sales revenue.
- Identify sales opportunities across all UOP businesses
- Organizing and manage intake to UOP including internal RFQ/proposal review
- Prepare sales strategy and provide input to technical strategy
- Organize pricing/bid strategy meetings with the business
- Deliver proposals and manage follow-up internally and with customers
- Consult with Project Sales and/or Sustainable Technology Solutions on revamp, new unit and equipment sales execution with existing customers and maintain customer relationships through UPT/STS events
- Develop, manage and negotiate commercial agreements
- Close sales opportunities within pricing guidelines and following UOP Operating Guidelines.
- Complete won/lost reports for LST sales events in a timely manner.
- Manage accounts receivables for assigned customers.
- Prepare and implement customer account plans and maintain customer contact records.
- Gather competitive intelligence and communicate within UOP.
Skills / Attributes:
- Knowledge of UOP technologies, services and products
- Knowledge of licensing business models
- Ability to proactively promote customer interest in UOP solutions
- Clear understanding of customer business models and how they are profitable
- Effective, clear communication in English.
- Ability to work independently and to work and communicate while travelling
- Cope with a wide range of cultural social issues
- Strong analytical skills and good working knowledge of Microsoft Office
- Experience in a global organization
Qualifications:
- University level engineering degree (BSc or equivalent in Chemical Engineering preferred)
- Significant experience in Refining and/or Petrochemicals Industries
- Strong business acumen, bias for action and results driven orientation
- Ability to communicate with people at multiple-levels in regional/global companies and build strong relationships
- Strong interpersonal skills as well as good verbal, writing and presentation skills
- The position requires significant travel (50%) and the associated personal flexibility.
Additional Information
- JOB ID: HRD226964
- Category: Sales
- Location: Viale Milanofiori, Strada 1- Palazzo E1,Assago,MILANO,20090,Italy
- Exempt
