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United States




5 Days Ago


Job Overview:
Responsible for marketing the refining and gasification portfolio of technologies worldwide, identifying and obtaining new business, developing long-term customer relationships, maintenance of alliances and partnerships and promoting our products and services.
Key Responsibilities/Accountabilities:
  • Identify and develop new business opportunities including proactive involvement in the sales/pricing strategy and leading the business risk analysis
  • Serve as the commercial liaison between the Lummus Technology operating group and the prospective client and maintain consistent contact with these key client representatives
  • Develop and negotiate licensing and engineering agreements
  • Work internally across the functions of the organization to develop and gain approval for the negotiated position
  • Work within the organization to ensure awarded projects are on-track including following project management activities as well as ensuring licensee payments are made per contract
  • Carry out market research, analysis, and sales forecasting and gather competitive intelligence and provide market feedback and technology requirements to technology managers
  • Establish strong relationships with regional sales representatives and other business groups for potential pull through
  • In consultation with other team members, decide on the sales strategy for individual proposals and assure adequate staffing of the proposal effort is in place
  • Assist in developing/implementing growth strategies for the business group
  • Implement marketing plan for innovative sales approach
  • Coordinate proposal risk analysis and present overall Risk Review to management
  • Prepare commercial offers and give client presentations for technology sales
  • Closely review contract terms and conditions and coordinate reviews with the legal and financial department
  • Negotiate basic engineering package and catalyst license agreements
  • Accompany prospects to licensees plant visit
  • Maintain and update the sales database to ensure it is current and accurate
Basic Qualifications:
  • Minimum of a an Engineering degree, preferably in Chemical Engineering; MBA a plus
  • Minimum of fifteen years of experience in process design and general technology and marketing/licensing sales in an international environment
  • Strong background in at least one technology in order to understand the technology business
  • Commercially savvy - has had sales/business development and contract negotiation experience
  • Excellent communicator with excellent written and oral communication skills required
  • Must have a high degree of self-motivation and energy and be able to earn the respect of our team
  • Must have a strong knowledge of various cultures and international styles
  • Strong commercial savvy and negotiating skills needed
  • Capable of driving the technology by being sensitive to marketplace
  • Must have a strong balance of highly technical and commercial capabilities
  • Ability to evaluate and prioritize new business opportunities based upon timing, the reality of projects, and the intrinsic value to the Company
  • Requires strong understanding of profitability potential of project opportunities
Company Overview: 
McDermott is a premier, fully-integrated provider of technology, engineering and construction solutions to the energy industry. For more than a century, customers have trusted McDermott to design and build end-to-end infrastructure and technology solutionsfrom the wellhead to the storage tankto transport and transform oil and gas into the products the world needs today.

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