Honeywell

Job Description

The ““Sr Appl/Sys Sales Engineer – Hydrogen Equipment” ” is responsible for the performance of technical and commercial activities that result in techno-commercial proposals for customer projects. The engineer will handle project opportunities for Hydrogen Purification, Integrated flow-schemes and Sustainability configurations such as Carbon Capture and Blue / Green Hydrogen involving UOP’s PolybedTM Pressure Swing Adsorption (PSA) and PolysepTM Membrane technologies.

Responsibilities

Primary Accountabilities:

• Technical Sales for modular execution of Hydrogen Purification (PSA / Membranes) project opportunities by working with Sales, Business, Engineering and other disciplines and/or business groups as required, and drive each opportunity to close by working closely with Sales throughout the sales phase
• Develop and maintain the project specific sales strategies (PSSS) with Sales/Business, including maintenance of rolling action item list (RAIL) with name and dates assigned, in the SFDC opportunity page throughout the sales phase until close and participate in win/loss evaluations
• Develop & maintain sales materials (presentations, etc.) with business PLMs, and deliver sales presentations to customers as required
• Maintain working relationships with Business leaders, Offering Manager, Project Development Managers, Equipment Engineering, and Procurement departments to coordinate resources and expertise in support of Equipment / Modular Proposals.
• Receive inquiries / Invitation to Bid documents for opportunities and plan the response with Sales. Set promise dates with Sales and perform cost and cash estimating with proposal document generation in time to meet project needs.
• Co-ordinate and document reviews of customer issued technical specifications with support of engineering disciplines. Develop estimates for cost of compliance to these specifications. Develop lists of exceptions, clarifications and deviations as necessary.
• Interface with process engineering to achieve optimized design solutions for customer’s requirements.
• Lead modularization studies of process units undergoing proposal development, aligning with customer’s site / plot dimensions, sourcing plans, and logistics from vendor shops to site and inside the refinery sites.
• Co-ordinate with engineering teams (internal teams or external vendors) for generation of models, bills of materials and engineering data usable for proposal development.
• Develop sourcing plans and project execution philosophy via interactions with procurement and vendors, including RFQ generation, technical and commercial bid evaluation, cost & contingency estimation.
• Own and develop project specific cost workbooks, cash flow models and proposal documents as required by the project and the customer. Gain internal buy-in of project and proposal plans, take Ownership and navigate the opportunity to sale. Support the review of project details, including cost review, with business and executive management.
• Lead Commercial Project Readiness (CPR) meetings to evaluate plans for transfer of material and services during the course of a project between UOP, vendors and customers, from local and international taxation and law compliance perspective
• Incorporate equipment improvements and innovations into standard proposal costs and design details. Coordinate key supplier list for all equipment within a product line between engineering and procurement.
• Maintain various databases of project costs, resources and schedules for product lines.
• Develop and implement methodology and work process for identifying opportunities for standardization.
• Conceptualize and lead tools and work process improvement infrastructure activities for Equipment proposal development.
• Support development of commercial proposal with sales, including development of payment milestones & cash-flow, pricing strategy, etc.
• Develop commercial risk summary for Senior Leadership’s approval where required, ensuring that appropriate technical and commercial risks have been identified and mitigation strategies have been put in place for all new offerings
• Lead technical clarification meetings and support commercial clarification / negotiation meetings, including pricing strategy with sales and customers.
• Lead multi-disciplinary teams to review project plans, cost, product positioning and sales strategy. Prepare Technical Sales handover package to Project Management for sold projects.
• Create and maintain various databases of project costs, resources and schedules for product lines
• Support corporate policies, especially in relation to Office & Field Safety practices, Workplace Culture, Operating Guidelines, Integrity, Compliance, Intellectual Property protection and Diversity.

Qualifications

Basic Qualifications:

• B.E. / B. Tech. degree in Chemical or Mechanical Engineering.
• A minimum of 6-8 years of experience in the Refining, Petrochemical or Gas Processing industries or renewable energy or bio fuels is required, with a strong focus on Technical Sales, Project Management, Proposal Development, and/or Cost Estimation for Packaged unit projects.
• General knowledge of Refining, Petrochemical, Gas Processing Industry is required including various local and international codes and standards.
• First-hand working knowledge of refining and gas processing process technologies, including experience in process configuration optimization.
• Strong interpersonal, presentation, organization, and cost analysis skills are required
• Experience in handling of project contractual, legal, tax and financial matters is beneficial

Additional Qualifications:

• Business Management skills / Financial acumen in general is required. Prior experience in cost estimation and project management is highly beneficial
• Adept at use of database, spreadsheet and other various software tools is required. These include Acrobat, Excel, MS Project and MS Word
• Ability to work independently and ability to multi-task using comprehensive problem-solving skills
• Experience in change management and in working across functional lines and organizations is considered ideal
• Excellent written and oral communication skills required for worldwide cross-functional teamwork environment.
• Ability to travel up to 10% annually