Commercial Manager - Bethlehem - Air Products

Description

At Air Products, our purpose is to bring people together to reimagine what's possible, collaborate and innovate solutions to the world's most significant energy and environmental sustainability challenges.

Reimagine What's Possible

The Rotoflow, an Air Products Business Commercial Manager (Sales) will drive sales of Rotoflow Turboexpanders in existing and new markets. The ideal candidate is experienced in commercial strategy, building external relationships, and negotiating complex deals. They should also have a strong background in developing opportunities and understanding project financials, as well as knowledge of legal considerations. Rotoflow values collaboration and seeks a candidate who is eager to learn and help drive profitable sales.

The Commercial Manager (Sales) will primarily focus on Europe and North American opportunities for Rotoflow's New Products. The role is focused on winning profitable business through customer engagement, differentiated products/services, and strong negotiation skills. Develop collaborative working relationships with various departments within Rotoflow and Air Products.

What's In It for You:

• Affordable Medical, Dental, and Vision Insurance (day 1 of employment)
• 401k with 100% vested company core and match
• Paid Vacation, holidays + sick time
• Paid Parental leave (Up to 4 weeks for both parents)
• Backup Child and Adult Care benefit
• Adoption assistance
• Flexible spending accounts (medical, dependent daycare)
• Life Insurance (AD&D- Paid for by Air Products), Supplemental AD&D
• Legal Plan & Identity theft coverage
• EAP (Employee Assistance Program)
• Many more supplemental benefits available

Required Skills / Abilities:

• Strong influencing, collaboration, and communication skills.
• Ability to plan, organize, prioritize, establish targets, and develop implementation plans in support of the company's business objectives.
• Ability to build and maintain effective relationships with diverse collaborators at various management levels within the organization.
• Ability to operate efficiently in a fast-paced, challenging environment.
• Strong networking, interpersonal and teamwork skills.
• Ability to identify and champion innovative cost-reduction solutions.
• Ability to bring teams together to achieve targets and goals.
• Ability to coach and develop talent.
• Track record of optimally working in a diverse, inclusive, collaborative, and empowering work environment.
• Desire and ability to work in a fast-paced environment and meet challenging performance targets.
• Demonstrates a positive attitude and open-mindedness consistent with Air Products/Rotoflow's 4S culture and will strive to protect Rotoflow's industry-leading Safety performance.
• Strong and proven negotiation and claim resolution skills.
• Strong data analytics capabilities, including proficiency in Excel.
• Proficiency in developing and delivering presentations to management for sales approvals.
• Strong influencing communication skills (written and verbal) including cross-cultures and geographies.
• Self-motivated, able to multi-task, responsible, and well-organized.

Key Job Responsibilities:

• Establish New Equipment Sales programs, plans, and targets to achieve the business's annual Order Intake goals in alignment with the overall Rotoflow Organization strategies and objectives.
• Provide input into the annual Operating Plan and participation in monthly Sales Reviews.
• Apply market feedback and competitive intelligence to support Rotoflow's development of competitive, differentiated, products and services while identifying emerging markets to increase product sales.
• Cultivate and maintain strong customer relationships to position Rotoflow as a profitable business.
• Establish standard results to streamline the opportunity development process and set Rotoflow up for optimal implementation.
• Support the Rotoflow marketing team to develop & implement a global marketing plan for existing and new products.
• Support the decision-making processes that collaborators apply to ensure Rotoflow exceeds customer expectations on quote-to-bid turnaround times.
• Develop proposal packages to minimize bid support costs, hasten bid turnaround times, and standardize pricing and documentation, ultimately boosting the competitiveness of Rotoflow's New Equipment business.
• Support perfection in Business Development to deliver proposals and sales of Rotoflow equipment meeting scope, schedule, budget, and performance.
• Develop and implement plans to ensure early engagement in targeted opportunities.
• Implement feedback and lessons learned from won and lost proposals to improve Rotoflow's New Equipment product offerings.
• Apply Salesforce along with essential tools and systems to ensure functional excellence and global consistency across all subject areas.
• Help with the development of training materials for the commercial teams. These materials should provide a comprehensive understanding of the various product offerings and the markets they target. The goal is to ensure successful deployment in bids and projects.

Minimum Hiring Requirements:

• Bachelor's Degree, preferably in Mechanical Engineering, or other related field or 10+ years of experience in a similar role.
• Solid business development and commercial competence/experience, including proven knowledge of accounting and finance procedures/practices.
• 5+ years of experience in manufacturing, engineering, or production organizations.
• Prior experience with application engineering or proposal management in manufactured equipment, industrial gases, or similar industries is a plus.
• Strong understanding of commercial contract terms, legal procedures, and intellectual property management.
• Ability to travel domestically & internationally (25-35%).
• Valid Driver's License and good driving record.

We are the world's largest hydrogen producer with over 80 years of industrial gas experience. We are hydrogen and industrial gas experts delivering safe, end-to-end solutions, investing in real, clean energy projects at scale, and driving the industry forward to generate a cleaner future.

At Air Products, we work in an environment where we put safety first, diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visitAbout Air Products.

We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance and retirement plans. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.

We are an Equal Opportunity Employer (U.S.).You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.

Air Products is committed to working with and providing a reasonable accommodation to individuals with disabilities. If you have a disability and you believe you need a reasonable accommodation to search for a job opening or to submit an online application, please e-mail us at talent@airproducts.com. General application status inquiries are not answered by this mailbox rather you'll receive an e-mail directly from our Career Center and/or the Talent Acquisition Specialist.