Sales Manager, Licensing

Job Description

Grace is seeking a Sales Manager, Licensing to join our Licensing Sales team! This role reports to Commercial Director, Licensing & Services located at Columbia, Maryland, USA. The position is in Shanghai, Beijing, or Singapore.

Responsibilities

• Responsible for UNIPOL® PP licensing & services sales Asia-Pacific excluding India
• Identifies and pursues sales opportunities for new licenses and services. Makes initial contacts with prospective licensees. Identifies customer requirements and priorities, project scope and schedule. Identifies key decision-makers and other important contact people in the customer organization.
• Leads the licensing opportunity sales team throughout the selling process. This includes setting win strategies, pursuing internal approvals, leading presentations to the prospect licensees and agreements negotiations.
• For new license sales, determines need for involvement of contractors, licensing partners, financing connections, Government agencies; makes the relevant contacts and coordinates the participation of these entities.
• Develops and obtains Grace management endorsement for proposed commercial terms for individual customers.
• In collaboration with Grace law partners, creates proposals for License Agreements and other contractual documents for each customer.
• Develops and implements sales negotiation strategy; presents contracts to customer and leads negotiations of complex agreements. Escalates negotiation to higher Grace management levels as needed. The Licensing Sales Manager will frequently negotiate directly with top management in customer companies.
• Maintains lead commercial connection to licensees through project execution, start-up and post-start-up period.
• Manages and reports timely and accurate sales forecast for the opportunities pipeline in the assigned region(s).
• Be the primary focal point and representative of Licensing & Services in the region.
• Collaborates with the regional UNIPOL® PP catalyst sales team to progress services contracts and deals with the licensees.
• Collaborates with the extended licensing team, e.g. Engineering, Manufacturing, Business Technology…to create and submit competitive proposals.
• Collaborates and supports the licensing commercial team in other regions to help achieve business commitments.

Required Qualifications

• Bachelor degree or above in chemical engineering, chemistry, engineering or related field
• 10+ years of progressive sales experience in the chemical/petrochemical industry
• Demonstrated experience in negotiating and closing complex commercial agreements
• Demonstrated experience in working with senior executive level customers representatives
• Strong business and financial acumen
• Strong problem solving and analysis skills
• Able to speak and write fluently in English and Mandarin
• Able to travel frequently
• Experience in utilizing sales automation tools such as Salesforce

Preferred Qualifications

• Master’s degree in a relevant field or MBA
• Experience in technology licensing in the polyolefin, chemical or refining industries.
• Knowledge of polypropylene market, products and applications