Share this Job

Licensing Technical Sales/Project Manager

Date: Apr 13, 2019

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 3324 

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 3,900 people in over 30 countries.

Job Description

We are seeking a Licensing Technical Sales/Project Manager to support our UNIPOL® PP team. Our ideal candidate would be based at our corporate headquarters in Columbia, MD, we would consider alternate U.S. based locations with International travel required. In this role you will have responsibilities as follows:

 

1. New license sales to include: Lead the technical portion of the sales effort.  Present Confidential Disclosures to potential licensees.  Sell our product from the technical standpoint; Lead the development of the project scope for potential licensees; arrange plant visits for prospective customers or other support for sales of new licenses.

2. Implementation of licensee projects to include: Act as the client’s representative within the Grace Licensing Business - i.Develop project objectives consistent with the License Agreement as the basis for the design team., ii.Transfer the technical documentation (Process Design Package, Technology Manual, etc.) to the client., iii.Lead client engineering reviews; Work closely with the licensees’ project managers and their contractors during the design and construction of the plant; Serve as the focal point for technical communication between assigned licensees and the Engineering organization.  Lead the effort to respond to client inquiries during design and construction.  

3. Post start-up client support and continuing know-how support to include: Prepare any design change notices; Serve as the Engineering functional member on the client teams for assigned licenses. Contribute to the development and implementation of client strategies that are consistent with business needs and direction. 

4. Complementary products and services to include: Lead the preparation of technical aspects of proposals; Support the effort to introduct new catalysts and products into the clients' facilities.

5. Business and functional excellence to include: Lead or participate in work improvement or business interface projects, this include proposal of new engineering ideas to reduce investment or operating costs; development/upgrading of standard sales disclosure or contract materials, improvement in our technical deliverables.

 

Required Skills

  • Strong technical understanding of all design aspects of the UNIPOL® PP technology.
  • Experience with commercial skills to be able to analyze customer needs, to contribute to the development of individual customer strategies and value propositions.  Includes the ability to influence the internal UNIPOL® PP commercial organization. 
  • Organizational skills to coordinate and work effectively with the internal Grace Licensing Engineering and Manufacturing groups.
  • Effective interpersonal skills and ability to form good working relationships with internal and external contacts at high levels. Ability to identify the key individuals within the customer companies and promote our technology offerings convincingly to influence the decision makers in our favor.
  • Ability to function effectively in fluid or ambiguous situations.
  • Good time and information management skills to cope with multiple customers, overlapping demands and complex offerings.
  • Ability to handle heavy international travel load.  Maturity and confidence to act independently while working in a foreign culture far away from home. 

Required Experience

  • BS in CE or science related field.
  • 15+ years in petrochemical
  • Experience with negotiating effectively with customers on their technical requirements
  • International business and cultural awareness and sensitivity.
  • Advanced knowledge of licensing contract structure and terms, generally acquired on the job.
  • Exceptional written and oral communication skills and ability to communicate effectively with people whose first language is not English.

Preferred Qualifications

  • Six Sigma experience
  • MS in CE and UNIPOL PP process related work

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.


Nearest Major Market: Baltimore