Tonnage Business Development Manager-chemical 化工行业大型工艺装置业务开发经理
林德集团
- 公司性质：外资(欧美)
- 公司行业：多元化业务集团公司
职位信息
- 发布日期：2012-08-17
- 工作地点：上海-浦东新区
- 招聘人数：1
- 工作经验：十年以上
- 学历要求：本科
- 语言要求：英语精通
- 职位类别：业务拓展主管/经理 市场/营销/拓展经理
职位描述
Role Description:
This position has responsibility for Tonnage Business Development within the assigned geographic region and is a key role in identifying, driving, growing, and expanding Linde Gas' business within this region. The complexity inherent in most Tonnage deals may significantly impact on The Linde Group if a robust contractual position is not achieved. This position makes a significant contribution to the tonnage "growth engine" of Linde Gas. Of key importance is working with the Global Tonnage Business Unit Market Development and Regional Business Unit teams to identify and win a number of the new Tonnage opportunities in the region.
Primary Responsibility:
- Tonnage Business Development
o Contribute to the development of the tonnage strategy for the region both near and long-term which is realistic and will deliver the stated objectives (through commercialisation stage)
o Participate in project prioritisation to enable Linde to maximize the project hit rate
o Develop focused, tactical customer engagement plans which give insight and differentiation thereby enhancing Linde's ability to negotiate/win
o Ensure focused and achievable Technical, Commercial and Financial Business Cases
o Build preferred or exclusive arrangements with customers
o Achieve alignment with the Execution function and Linde Engineering on proposal development
o Manage the investment approval process for specific opportunities to ensure alignment with the Finance Organisation and timely project investment approval
o Lead opportunities from the identification stage through successful negotiations and contract award
o Work closely with Tonnage Conceptual Engineering, Tonnage Execution and Linde Engineering in establishing realistic Capex and schedules
o Collaborate with the RBU merchant team to ensure robust and aligned input into the business case
o Development of a robust technical and commercial solution which can be negotiated and executed successfully
o Develop the business case for new tonnage investments into a binding commercial position
o Define and ensure best commercial practice to achieve maximum result while managing risk
- Leadership
o Lead the overall business development effort on specific opportunities
o Proactively provide input to the project approval process to ensure timely submission of the required approvals documentation
o Understand and enhance multi-functional and multi-cultural team dynamics
o Establish and facilitate intra company relationships: Communicate and seek alignment of Tonnage BD with RBUs and Linde Engineering
o Develop and cooperate with LE via the TCE team
o Earn the endorsement and confidence of the Linde GBUt Leadership team
Required key skills (functional/technical):
- In knowledge of industrial marketplace e.g. economic situation, customer requirements, technological developments
- Understands the key functional aspects of strategic customer development
- Strong commercial acumen
- Ability to manage the cultural aspects of a diverse team
- Ability to understand and articulate complex HyCo and large ASU schemes
- Superior contract management skills combined with exceptional customer relationship abilities
- Thorough knowledge of drivers of profit and loss within large tonnage schemes
- Ability to influence and develop strategic relationships (both internal and external)
- Strong negotiation planning and implementation to achieve robust commercial contracts
- Comprehensive knowledge of financial principles
Required Qualification:
- Experience in customer negotiation of complex big business
- Familiar and acknowledgable with chemical industry and have rich resources
- Understanding of legal implications of a long term gas supply contract
- Engineering degree or technical understanding of a gas supply scheme
- Significant commercial, financial and technical expertise/experience
- 5 to 10 years business/commercial experience in this or related industries
- Ability to break down complex supply schemes to its relevant issues and identify the business drivers
- Experience in structure and negotiating complex deals with multi-functional teams on global basis and model the business in a financial calculation
- Excellent technical skills and experience in financial / economic modelling
- Proven track record of understanding the inter-dependency of complex commercial terms and the ability to quantify the impact of all possible commercial solutions
- Broad range product knowledge, including technical expertise in ASU and HyCo schemes
This position has responsibility for Tonnage Business Development within the assigned geographic region and is a key role in identifying, driving, growing, and expanding Linde Gas' business within this region. The complexity inherent in most Tonnage deals may significantly impact on The Linde Group if a robust contractual position is not achieved. This position makes a significant contribution to the tonnage "growth engine" of Linde Gas. Of key importance is working with the Global Tonnage Business Unit Market Development and Regional Business Unit teams to identify and win a number of the new Tonnage opportunities in the region.
Primary Responsibility:
- Tonnage Business Development
o Contribute to the development of the tonnage strategy for the region both near and long-term which is realistic and will deliver the stated objectives (through commercialisation stage)
o Participate in project prioritisation to enable Linde to maximize the project hit rate
o Develop focused, tactical customer engagement plans which give insight and differentiation thereby enhancing Linde's ability to negotiate/win
o Ensure focused and achievable Technical, Commercial and Financial Business Cases
o Build preferred or exclusive arrangements with customers
o Achieve alignment with the Execution function and Linde Engineering on proposal development
o Manage the investment approval process for specific opportunities to ensure alignment with the Finance Organisation and timely project investment approval
o Lead opportunities from the identification stage through successful negotiations and contract award
o Work closely with Tonnage Conceptual Engineering, Tonnage Execution and Linde Engineering in establishing realistic Capex and schedules
o Collaborate with the RBU merchant team to ensure robust and aligned input into the business case
o Development of a robust technical and commercial solution which can be negotiated and executed successfully
o Develop the business case for new tonnage investments into a binding commercial position
o Define and ensure best commercial practice to achieve maximum result while managing risk
- Leadership
o Lead the overall business development effort on specific opportunities
o Proactively provide input to the project approval process to ensure timely submission of the required approvals documentation
o Understand and enhance multi-functional and multi-cultural team dynamics
o Establish and facilitate intra company relationships: Communicate and seek alignment of Tonnage BD with RBUs and Linde Engineering
o Develop and cooperate with LE via the TCE team
o Earn the endorsement and confidence of the Linde GBUt Leadership team
Required key skills (functional/technical):
- In knowledge of industrial marketplace e.g. economic situation, customer requirements, technological developments
- Understands the key functional aspects of strategic customer development
- Strong commercial acumen
- Ability to manage the cultural aspects of a diverse team
- Ability to understand and articulate complex HyCo and large ASU schemes
- Superior contract management skills combined with exceptional customer relationship abilities
- Thorough knowledge of drivers of profit and loss within large tonnage schemes
- Ability to influence and develop strategic relationships (both internal and external)
- Strong negotiation planning and implementation to achieve robust commercial contracts
- Comprehensive knowledge of financial principles
Required Qualification:
- Experience in customer negotiation of complex big business
- Familiar and acknowledgable with chemical industry and have rich resources
- Understanding of legal implications of a long term gas supply contract
- Engineering degree or technical understanding of a gas supply scheme
- Significant commercial, financial and technical expertise/experience
- 5 to 10 years business/commercial experience in this or related industries
- Ability to break down complex supply schemes to its relevant issues and identify the business drivers
- Experience in structure and negotiating complex deals with multi-functional teams on global basis and model the business in a financial calculation
- Excellent technical skills and experience in financial / economic modelling
- Proven track record of understanding the inter-dependency of complex commercial terms and the ability to quantify the impact of all possible commercial solutions
- Broad range product knowledge, including technical expertise in ASU and HyCo schemes
公司介绍
林德集团诚聘