Business Development Manager

Hersham, England, United Kingdom

12/16/2024

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. Grow with us as we embark on building tomorrow together by being the safest, most diverse and most profitable industrial gas company in the world. 

Reimagine What’s Possible 

The Business Development Manager will identify target customers and will drive the development of business opportunities from start to finish. This includes confirming scope, developing commercial and technical proposals and negotiating contract closure with the end customers. The role is primarily commercially focused but will nonetheless require the successful applicant to have/develop necessary technical and analytical skills. The Business Development Manager will be responsible for profitable sales of Air Product standard plants (cryogenic, PSA/VSA, hydrogen), all associated customer plant technical services sales, as well as account management for existing contracts. To excel in this role the applicant should have a desire and the energy to chase and close new business, be an excellent communicator and demonstrate good organizational skills and ability to multi-task.

Travel will be required on a regular basis in order to meet customers. It is expected that up to 50% of working time could be out of office.

Principal Accountabilities

The Business Development Manager will, within the defined geography of responsibility, have accountability for:

• New standard plant sales
• All associated and/or stand-alone customer plant support service sales
• Management and retention of a defined portfolio (15-25 accounts)
  
  

He/she Shall Also

• Develop working knowledge of Air Products Standard Product technology so capabilities and benefits can be communicated externally;
• Initiate and maintain a proactive outreach program to existing regional account customers (installed base) and potential customers (competitor plant owners) to offer the range of technical services, training, spares, upgrades and retrofits;
• Generation proposals including commercial and technical phases;
• Collaborate with Air Products engineering teams to develop the technical sections of proposals and onsite support to meet customer needs;
• Develop pricing and contract;
• Prepare and present technical capabilities information to customers and business partners;
• Develop and manage the commercial relationship with assigned EPC companies for proactive engagement of future opportunities;
• Lead periodic regional business unit Industrial Gas (Sale-of-Gas) and/or Joint Venture reviews to ensure alignment for current opportunities and future planning;
• Collaborate with Air Products Standard Plant Product team to improve product competitiveness and work processes; and
• Participate in external conferences, symposiums, and other forums to market our standard product plants and technology capabilities.
  
  

Minimum Skills And Requirements

• Exceptional communication and presentation skills
• Good understanding of Air Products standard plant technology
• Account and/or Project Management experience
• Effective customer relationship skills
• Excellent sales and negotiation skills
• Good working knowledge of contractual and financial business requirements
• An ability to communicate and negotiate at all levels within the company and with customers, across different national boundaries, cultures and time zones
• Ability to handle multiple demands and/or competing priorities, driven by project as well as off-line commitments
• Ability to work to tight deadlines with minimum supervision
• Entrepreneurial mindset to building the Sale of Equipment business
  
  

EDUCATION

• Bachelor degree in Engineering (typically Chemical or Mechanical)
• Background in Industrial Gas Technology a plus
  
  

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, visit About Air Products.