Commercial Manager - LI Onsites

Air Liquide Houston , TX 77020

Posted 6 months ago

Company presentation

World leader in gases, technologies and services for Industry and Health, Air Liquide is present in 80 countries with approximately 65,000 employees and serves more than 3 million customers and patients. Oxygen, nitrogen and hydrogen have been at the core of the company's activities since its creation in 1902. Air Liquide's ambition is to be the leader in its industry, delivering long-term performance and acting responsibly.

Entity and activity description

Air Liquide Large Industries provides our customers with industrial gas and energy solutions that are vital to their own industrial production. We own and operate over 2,000 miles of industrial gas pipelines in the U.S. supplying mainly oxygen, nitrogen, hydrogen and syngas in large quantities from multiple production sources to major customers in the chemicals, petrochemicals, refining and steel industries. Our pipeline operations and industrial gas production facilities are closely monitored 24/7 within our leading-edge operations control center located in Houston, Texas. Our operations control group monitors over 89,000 data points and assists with product supply and coordination. We are constantly optimizing our supply network to provide high reliability and energy efficiencies allowing Air Liquide to adjust supply needs more quickly and effectively enabling growth to our customers.

Candidate must have valid employment authorization in the U.S. and must not require visa sponsorship now or in the future. This position is not open for non-immigrant visa sponsorship.

Job Responsibilities

Meet or exceed the company's safety standards:

  • Operate personal, rental or company vehicles in a safe and lawful manner.

  • Observe all safety rules and environmental regulations at company and customer locations.

  • Proactively identify and report unsafe conditions at company and customer sites. Assist as needed to correct such unsafe conditions.

Manage Air Liquide business opportunities for industrial gases, utilities, and services for assigned pipeline/on-site accounts with minimal supervision:

  • Identify and/or generate business opportunities

  • Prepare and analyze preliminary project economic feasibility studies, utilizing existing employee resources

  • Present proposed projects to senior management for approval

  • Lead project team for accepted projects

  • Prepare and present proposals that meet customer expectations and Air Liquide's business objectives

  • Write contracts and lead negotiations with customer through to closing

  • Where appropriate, lead negotiations for key raw materials, e.g. crude hydrogen

  • Contribute to the 5-year strategic plan for the area

Manage assigned customer accounts and administer contracts:

  • Optimize and report regularly on the sales and profitability of assigned accounts

  • Monitor and minimize accounts receivable

  • Ensure customer database and files are maintained

  • Renegotiate and extend contracts

  • Participate in or lead sales teams to grow the Industrial Customer's business (gaseous, liquid, cylinder, etc.) within assigned accounts

Serve as the company liaison for all customer communications:

  • Develop personal relationships with key customer contacts.

  • Assist in the development of corporate literature, films, presentations and marketing tools

  • Share knowledge and experiences with peer group

  • Maintain current all appropriate information in the competitive database

Facilitate the involvement of World Market Groups with assigned accounts:

  • Participate in Chemical, Metals and Refining Market Group project teams

  • Support the Strategic Account Managers

Develop extensive working relationships with the following in order to maximize opportunities for Air Liquide:

  • Customers

  • Market Groups

  • Operations

  • Engineering

  • Industrial Customers Region Sales

  • Management

Other Responsibilities:

Inform senior management of technical, operations, and financial trends of the chemical, metals and refining industries and/or specific accounts that may affect our business.

Take a proactive role in working with our customers, operations and management to maximize the profitability of company assets.

Required Qualifications

Educational Requirements:

  • Bachelor of Science in Engineering (chemical or mechanical), or equivalent.

  • Master of Business Administration, or equivalent experience (desired).

  • Five years of commercial experience

Skill Set/Knowledge/Expertise:

  • Knowledge of customer processes and application of Air Liquide's products and services to these processes

  • Knowledge of Air Liquide's different air separation technologies and cost advantages and disadvantages of these technologies

  • Knowledge of Air Liquide's pipeline system dynamics, operations, restrictions and cost factors

  • Knowledge of pipeline and meter design construction and maintenance

  • Knowledge of the chemical characteristics of oxygen, nitrogen, argon, hydrogen, carbon dioxide, syngas, carbon monoxide, steam and ozone

  • Excellent management and negotiation skills and ability to interface in a diplomatic manner with a broad range of people

  • Ability to recognize and develop product and service opportunities

  • Free-thinking, innovative, and adaptable attitude toward customer solutions

  • Ability to function in a highly decentralized team environment with minimal internal structure and extensive flexibility

  • Ability to train, mentor, and encourage other Air Liquide sales personnel

  • Ability to perform complex project economics

  • Excellent verbal and written communication skills

  • Ability to formalize business relationships and projects through the written contract

  • Excellent interpersonal skills

  • Excellent business analytical skills

Physical Requirements:

  • Light lifting

  • Ability to travel as needed

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Commercial Manager - LI Onsites

Air Liquide