Principal Account Manager - Refining & Petrochemicals

Honeywell UOP is seeking a Principal Account Manager for country-wide coverage across Qatar, focusing on account management and products business portfolio.

In this role, you will serve as the primary customer interface, responsible for developing new and existing business relationships across our full portfolio. Your responsibilities will include:

- Disseminating key messages, initiatives, and information about the value Honeywell provides to both self-identified and assigned customers.

- Utilizing your knowledge of customers, the industry, and competition to identify and pursue growth opportunities for Honeywell UOP.

- Developing strategies to acquire new customers and identify opportunities within our existing customer base to introduce innovative ways to deploy our technologies, thereby building a robust sales pipeline across the region.

Collaboration will be essential, as you will partner closely with various functions within Honeywell and the industry to create a comprehensive roadmap. This will involve building strategic customer relationships, joint ventures, partnerships, and developing critical alliances.

As a key member of the Sales/Business Development team, your commercial experience and technical knowledge will be vital in developing the market. You will work closely with the sales organization to deliver successful outcomes that contribute to business growth. Additionally, you will cultivate relationships with market stakeholders, including country regulatory agencies, upstream/midstream and downstream operators, sequestration hub developers, EPCs, and local partners, to effectively position Honeywell solutions. Your role will also involve acting as a business partner with potential customers, establishing relationships, and maximizing business potential for both parties.

1. Principal Account Manager roles and responsibilities:

• Managing the customer base in Qatar requires a deep understanding of each assigned customer's business drivers, buying behaviours, and decision-making processes.

• Collaboration with the Customer Success Organization (CSO) is essential to develop and maintain relationships with key personnel within the customer organization, as well as relevant engineering contractors and consulting firms.

• Delivering agreed annual sales revenue, direct margins, volumes, price, and product mix for the UOP product portfolio.

• Exhibiting Sales Excellence through forecast accuracy, account plans, and pipeline growth.

• Working cohesively with UP&T and technical counterparts on business development opportunities.

• Managing the 18-month forecast in SFDC and collaborating with Credit & Collections to maintain past dues in line with the company’s working capital targets.

• Leveraging knowledge of UOP's products, technologies, and offerings to align solutions with customer needs.

• Negotiating and closing sales, including managing agreement preparation and purchase order handling as necessary.

• Collaborating with the regional team to implement sales and growth strategies for process technology licensing, engineering, and equipment business.

• Identifying trends and customer needs will help build a sales pipeline aligned with regional targets.

• Generate new leads, identify and contact / build rapport with decision-makers

• Lead and drive the opportunities by understanding the customer’s needs, build strong intelligence on competitor’s behavior, activities, and their response to each opportunity

• Development of commercial proposals in an agreed time frame per commercial and business requirements

• Manage the agreement preparation / purchase order handling and coordinate all activities with the Customer Service Order Management Group (COM) to ensure order fulfillment and a high level of customer satisfaction

• Lead, manage and resolve all accounts receivable for customers. Coordinate with Credit and Collections group for past due collections

• Accurate forecasting for revenue and bookings

• Accountable for/lead team through opportunity assessment and development process through NDA, project assessment, credit/risk review, commercial and financial diligence & compliance review

•  Responsible for motivating others; providing strategic vision for growth in this new space while driving self and others for positive business results for Honeywell and the customer

•  Support internal teams (Proposal/Technical Solution Consultants/Line of Business) by offering market & competitive insights and help develop compelling value proposition

2. One Honeywell:

• Manage the customer relationship in promoting UOP and Honeywell products and agreed initiatives to maximize revenue potential

• Manage customer relationships at all levels to ensure customer needs are identified and met
• Coordinate activities with broader Honeywell group to build and strengthen relationships for customers

3. Qualifications or Must Haves:

• Bachelor's degree Chemical or Mechanical Engineering

• Min 15 years’ experience with 5 in Sales / business development in downstream industry

• Established network of contacts within Refining and Petrochemical sites within Egypt market

• Excellent communication skills

• Arabic and English Speaker

• Ability to influence at varying levels across the organization

• Ability to handle multiple priorities and navigate in a highly matrixed environment

We Value:

• Experience with EPCs, FEED contractors, Process technology licensors, or end users

• Knowledge of key UOP processes such as Platforming, Hydroprocessing (Unionfining, Unicracking) Penex, Merox, LAB, Aromatics etc as well as catalysts and adsorbents portfolio is preferred

• Demonstrate capability to translate process and product technology into a value proposition based on understanding the customer needs and preference

• Excellent written communication skills, oral communications skills, and presentation skills

• Excellent project leadership and client management skills

• Ability to work independently within established goals and authority

• Excellent teamwork qualities in a demanding environment

• Ability to work under pressure, multi time zone, and successfully manage multiple high priority projects

• Willing to travel 30% of time to customer site from home location

• Ability to learn quickly and apply learnings to sales processes

• Successful candidate must be able to perform each essential duties per Honeywell standards

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation