Job Description: and Qualifications
Air Products is looking to hire a Steel Applications Business Development Engineer based in Allentown, PA.
Our Mission: Air Products will be the safest, most diverse, and most profitable gas company in the world, providing excellent service to our customers.
Responsibilities include new business signings and technical sales of gases, technology and equipment to the steel industry as well as providing feedback to our applied research group for new offering development. Understanding of current and future Steel processes, environmental issues and de-carbonization efforts is key. The job requires 30-40% travel to customer sites in the US and Canada, contacting customers/prospects, making presentations and proposals, working with Air Products liquid-bulk and on-site sales teams, to sell liquefied industrial gases (oxygen, nitrogen, hydrogen, argon, etc.) and large on-site plants. Other aspects of the role include resolving customer technical challenges, helping customers improve their operations, efficiency, and safety. This specialist is involved from the initial contact, all the way through startup and customer retention. This is a very exciting and multifaceted position, where no two days are the same.
Develop and advance the current opportunity pipeline for the ferrous segment in support of growth objectives
Identify and develop new prospects for industrial gas usage and equipment/ technology sales in the steel industry. Focus on prospects operating in growth markets and with solid cost positions, in geographies of priority for Air Products (AP)
Audit prospects and customer processes to identify new or more efficient usage of industrial gases
Engage with sub-regional marketing, segment marketing and lead generation in order to develop a broader opportunity pipeline in regions and applications of priority
Develop the scope and support the execution of AP technology demonstrations in the field, proving the benefits of industrial gases in customer processes such as melting or heating operations, working side by side with customer operations staff during trials and start-ups
Identify the economic benefits of Air Products' technologies regarding production increase, enhanced product quality, ability to use lower cost raw materials, fuel savings, reduced emissions, etc, developing the business case for the customer operation and guiding AP pricing strategies
Bring feedback from the field on industry needs (economic, regulatory, process flexibility, etc.) to our industry segment and marketing managers and advanced technology and equipment engineering teams, in order to guide the development of new applications; engage with this broader team from cradle-to-grave in order to deploy and promote successful AP technology in the field, including developing beta site candidates and commercial terms that will lead to solid reference accounts for AP differentiated offerings
Engage in significant trade associations, technical organizations, major conferences, and local trade shows in priority geographies, etc., with the objective of learning, presenting technical papers, promoting technology, supporting marketing efforts, networking, leading committees, and developing a reputation for him/herself and AP
Work with customers and internal groups in advanced technology, computational modeling and marketing to develop technical papers and marketing materials that showcase modeling or lab/field demonstration of AP offerings
Engage external partners to provide full solutions to the customer, as applicable
Effectively use customer relationship management tools to capture key account information related to customer industry, processes and applications, as well as critical developments as the account progresses through the sales cycle
Undergraduate technical degree required, preferably Engineering, MBA a plus
Multi-year experience in the steel industry
Ideal candidates will have solid understanding of melting applications in the steel industry, knowledge of mini mill and integrated mill operations, DRI and other alternative iron processes, metals refining experience, knowledge of refractories, furnace design and combustion systems
Familiarity with oxy-fuel combustion is preferred
The successful candidate will have an existing network of steel industry contacts
Experience in technical service, sales, or applications development a plus
Experience in or prior exposure to the industrial gases industry a plus
Proven effective teamwork skills
Ability to work effectively across functions and levels, both internally and externally
Good business insight
Strong communication skills and strong influencing skills
Willing to take initiative and work proactively, both internally and externally
At Air Products, we work in an environment where diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visit About Air Products.
We offer a comprehensive benefits package including paid holidays/vacation, affordable medical, dental, life insurance and retirement plans.
Air Products thanks all applicants in advance for their interest; however, only those applicants who are being considered for an interview, or are currently employed by Air Products, will be contacted.
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 And Chemicals