Principal Sales Representative

Principal Sales Representative

Roles and Responsibilities:

• Promote UOP's portfolio of Technology, Process Equipment, Key Mechanical Equipment, and Engineering Services into Refining and Petrochemical Industries.
• Drive and implement the use of sales tools such as SFDC, MH Blue Sheet, and Solution Selling tools.
• Participate in forecasting and other worldwide meetings, communicating and coordinating with worldwide organizations and other regions on international opportunities.
• Meet or exceed annual Bookings targets and other performance metrics, including commercialization of New Product Introductions (NPI) and selling Breakthrough Initiatives (BTI).
• Maintain consistent contact with Strategic Customers through regular visits, developing a clear understanding of their business drivers, buying behaviors, and decision-making structures.
• Communicate customer technical, business, and logistics needs effectively to ensure proper prioritization of internal resources.
• Collaborate with other Account teams (Account Manager, Service Manager) assigned to customers in the region to ensure performance, protocols, and expectations are met when selling UOP Technologies/proprietary equipment.
• Mentor a small group (2-4) of frontline Project Sales Managers, assisting them in managing customer bases for identified customers and complex account management.
• Provide feedback on performance reviews of matrix reportees to the Sales Director, as required.
• Assist matrix reportees in navigating the Sales Intake process and PSSS meetings; pricing/bid strategy meetings; requesting Legal and Finance input; preparing and negotiating non-disclosure agreements; producing timely firm commercial offers (fixed price proposals, license and engineering agreements); negotiating and closing deals; purchase order and contract acknowledgment; project hand-over; and production of order won/lost reports.
• Drive breakthrough regional growth despite market and industry headwinds.
• Develop strong value propositions to ensure more than fair market share in a Net Present Value (NPV) driven evaluation system.
• Develop and drive a strong cadence with Account Managers and Services Managers in support of regional/global Management Operating System (MOS) requirements.
• Drive various BTI/NPI projects within the region.
• Responsible for timely identification and communication of market trends, technical developments, competitive activities, and business opportunities.
• Support in defining market segmentation and other marketing efforts.
• Maintain customer records in the Customer Contact Management database (SFDC) with emphasis on contacts, forecast accuracy, and call reports.
• Work with the Global Commercial Operations (GCC)/Commercial (COM) group to manage accounts receivable issues and perform collections activities as needed.
• Prepare and present commercial proposals and provide inputs on technical sales proposals.
• Coordinate technical services provision and troubleshooting to customers.
• Develop and present technical presentations.
• Monitor competitive activity and provide information while adhering to the company's code of conduct.
• Forecast annual, monthly, and quarterly sales and services revenue and product demand in the forecasting system, updating on an ongoing basis for production planning and financial forecasting via SFDC and other reporting formats.
• Promote a collaborative work environment between UPT & LST to drive functional excellence and growth.
• Attend worldwide and regional sales meetings (online or in person).
• Support departmental Marketing activities (e.g., new product/technology commercialization, surveys).
• Assist in organizing and participating in sales and technical conferences.
• Lead Contracts (License/Engineering/Supply) negotiation with customers.
• Maintain safety as the primary objective, both individually and from a customer perspective.
• Demonstrate an understanding of the international perspective of UPT business and UOP's strategic objectives.
• Exhibit a strong customer focus, understanding customer needs, industry trends, and macro-economic trends.
• Build executive-level relationships with regional customers and lead appropriate market segmentation.
• Set high standards of performance, maintain high productivity, and foster a sense of urgency for achieving goals.
• Demonstrate financial acumen by understanding contribution to success, managing risk, and accurately forecasting costs, revenue, and risk.
• Develop regional and customer-specific strategies based on industry, market, external business factors, UOP's strengths/weaknesses/opportunities/threats, competitive landscape, and regulatory framework.
• Evaluate and pursue opportunities based on strategic analysis.
• Possess techno-commercial excellence: ability to understand technical offerings, position techno-commercial viability, understand customer's pain/situation/financial situation/technical constraints, prepare business cases, and develop financial models with sensitivity cases.
• Exhibit effective verbal and written communication skills, preparing clear, well-organized, and persuasive messages.
• Demonstrate strong teamwork, leading and motivating by example, promoting trust, consistency, and collaboration.

Skills Requirement:

• Industry experience in a technical, operational, or business development role within or serving the refining or petrochemical industry.
• Knowledge of key UOP processes such as Platforming, Unionfining, Unicracking, Penex, Merox, LAB, Aromatics is desired.
• Capability to translate process and product technology into a value proposition based on customer needs and preferences.
• Ability to think strategically and work independently, while managing multiple complex opportunities under pressure.
• High level of self-motivation and initiative.

QUALIFICATION:

• Minimum Bachelor's in Chemical Engineering from a reputed university.