Praxair, Inc., a wholly-owned subsidiary of Linde plc, is aleading industrial gas company in North and South America and one of thelargest worldwide.Praxair produces, sells and distributes atmospheric, process and specialty gases,and high-performance surfacecoatings. Our products, servicesandtechnologies are making our planet more productive by bringing efficiency andenvironmental benefits to a wide variety of industries,including aerospace,chemicals,foodand beverage, electronics,energy,healthcare,manufacturing, primary metalsandmany others. For more information about the company, please visit our websiteat www.praxair.com.
The position is accountable underthe area Commercial Director for (1) identifying, investigating, evaluating anddeveloping new hydrogen and atmospheric related business opportunities withinthe southern Louisiana; and (2) managing selected new and existing customerrelationships.
The scope includes opportunity identification,market and customer strategy development, business case evaluation andanalysis, proposal creation and internal coordination. The primary focuswill be on delivering profitable sales growth along the existing HcCO assetbase and establishing Praxair’s presence in the local atmospheric gases market consistentwith Praxair's overall objectives and the specific objectives of the region inquestion.
The position will report to the CommercialDirector, Southeast Louisiana within the USIG Southern Region.
- Develop and deliver winning proposalsfor the supply of industrial gases to targeted customers
Lead and coordinate the Praxair teamin developing a systematic approach to securing business at targeted customers andsecuring competitively advantaged sources of supply
Validates business opportunities andalternatives in preparation of proposal and in contract negotiations
Develop organizational alignmentamongst regional sales and business management, global account management,engineering and business development resources to develop and secureopportunities
Lead cross-functional teams in developingthe economics and competitive analysis for new 'over-the-fence' and pipelineopportunities and ensure that business objectives around profitability andreturns are met
Develop an understanding of thefinancial drivers and key operations at target opportunities
Manage sophisticated customerrelationships up through customer C level across all Praxair business unitsusingthe Praxair organization to strengthen and broaden relationships.
Establish relationships with key customerdecision makers and operations personnel
Create and manage sales strategiesthat result in the accomplishment of business objectives related to revenue,variable margin and operating profit growth
Set goals for growth and monitorsperformance against these goals
Prepare and negotiate detailedbusiness terms for 'over-the-fence' and pipeline supply agreements andparticipate in the execution of such in conjunction with the regional businessand legal departments
Ensure alignment of businessdevelopment and sales priorities with broader organizational initiatives
Develop an understanding of thesupply/demand dynamics associated with Praxair's Lower Mississippi pipelinesystem with a direct role in defining product and sales direction inconjunction with product management in order to maximize profitability.
Effectively utilize sources ofcompetitive advantage for Praxair
- Bachelor's Degree in appropriate engineering/technical field and related experience
- 7+ years business experience including project and on-site contract development
- 3+ years industrial gas experience with over-the-fence and/or pipeline supply
- Familiarity with HyCO and atmospheric production technologies
- Familiarity with customer processes using industrial gases, with an emphasis on refining and petrochemicals
- Demonstrated success in working on complex and uncertain projects
- Well-developed written, presentation and verbal communication skillls
- Successful track record of working with technology, engineering and RD functions
- High level of competency in basic business management and analysis including discounted cash flow analysis
- Knowledge of industrial marketing techniques
All qualified applicants will receive consideration for employmentwithout regard to race, color, religion, sex, sexual orientation, genderidentity, national origin, protected veteran status, or disability.
Primary Location Louisiana-Geismar
Job Posting Sales
Unposting Date Sep 4, 2020, 6:13:47 PM
Oct 4, 2020, 10:59:00 PM