Technical Sales Manager

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Date: Apr 7, 2024

Location: Dubai, Dubai, AE, 49223

Company: W. R. Grace & Co.

Requisition ID: 22845 

Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 4,300 people in over 30 countries.

Job Description

Grace is seeking a Technical Sales Manager to join our Refining Technology Business to proactively manage assigned customer accounts to deliver the sales targets for the territory for FCC & Hydroprocessing business.  Develop and manage account strategies, in line with company’s objectives.  Respond to and service customer technical requirements and provide the needed assistance. Liaise with internal functions and business leaders to address day-to-day business issues as they arise.

Responsibilities

  • Identify customer’s technology requirements/needs and translate this into successful business opportunities.
  • Establish strong relationships with key stake holders at customer site and use these to drive a successful sale process.
  • Coordinate activities of the wider FCC team to fulfill the steps necessary to successfully win competitive tenders
  • Maintain customer satisfaction by coordinating the resources of FCC/ Hydroprocessing to provide effective customer service
  • Make sure customers extract maximum value from the utilization of FCC/ Hydroprocessing technologies
  • Track Refining Industry Market evolution in the Region and identify key business drivers influencing FCC/ Hydroprocessing Sales and translate these into winning strategies
  • Design and keep updated detailed Customer Strategies, constituted by specific Customer Profiles and Target Accounts Plans
  • Disciplined reporting and regular update of the FCC/ Hydroprocessing Sales Management and CRM System (SFDC).
  • Providing input to the regional strategic direction for the business unit including specific objectives and metrics for growth and profitability
  • Provide timely reports to stakeholders on key activities including but not limited to customer site activity, forecasts, volumes, market trends and competitor activities
  • Work in close interaction with the Sales Directors on regional initiatives pertaining to the reliability improvements of the customers Hydroprocessing assets. 
  • Participate in the direction for product development, timetables, and technical programs necessary to support existing product lines in your region in close interaction with global R & D strategy.
  • Assists in departmental day-to-day tasks, projects and assignments as necessary.

Required Qualifications

Graduate Engineering Degree in Chemical Engineering. Advanced degree (MS or MBA) helpful but not required.

Preferred Qualifications

  • 7 to 10 years of professional experience in the process industry, of which key experiences must include
    • Hydroprocessing & Fluid Catalytic Cracking (FCC) operations/ Process Engineering role
    • Account Management/Sales experience
  • Written and spoken fluency in English. Speaking Arabic is a plus
  • Is proficient using of MS Office, MS Outlook, MS Project
  • Self-starter
  • Ability to summarize, present and explain performance data in great detail, if required, based on sophisticated technical knowhow, especially around FCC and Hydroprocessing units.
  • Knowledge of heterogeneous catalysis, alumina or zeolites
  • First professional experience with process engineering in a refinery on the FCC or other process areas
  • The position (based in UAE involves travel, primarily in Middle East and larger occasionally across EMEA region
  • Must be a team player, driven by pronounced customer-orientation and enjoy working in a multi-cultural environment

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.