Business Development Manager

At Air Products, our purpose is to bring people together to reimagine what's possible, collaborate and innovate solutions to the world's most significant energy and environmental sustainability challenges. Grow with us as we embark on building tomorrow together by being the safest, most diverse and most profitable industrial gas company in the world.  

Reimagine What's Possible 

Key Responsibilities:

New Business Development:

• Serve as Air Products' primary plant product line commercial manager for the key customer focus account. Present Air Products' various on-site and large pipeline offerings and solutions directly to customer executives and key decision-makers.
• Lead the bid team for new customer business opportunities. This includes:
• Securing executive management alignment and securing sufficient funding (e.g., securing SE funding).
• Developing and delivering high-quality, competitive proposals that effectively communicate Air Products' value proposition.
• Negotiating favorable contract terms and conditions.
• Managing project execution and delivery, ensuring on-time and within-budget completion.
• Identify and pursue new business opportunities within  customer, leveraging market intelligence and understanding of  customer's technology roadmap and future needs. Proactively anticipate customer's requirements and propose solutions.
• Develop and maintain strong relationships with key customer stakeholders across various departments (e.g., Engineering, Procurement, Operations, Legal, QA).

Account Management and Leadership:

• Develop and implement a comprehensive account strategy aligned with customer's business objectives and Air Products' strategic goals.
• Manage the execution plan with customer, proactively addressing and resolving issues.
• Lead commercial and operational activities for existing and new business, ensuring smooth transitions and maximizing profitability.
• Maintain strong, collaborative relationships with key customer contacts, working closely with Focus Account Managers to ensure complete customer satisfaction.
• Continuously monitor and improve the performance of the customer account, exceeding targets and objectives.
• Provide leadership and development for direct reports, fostering a high-performing team.

Job Requirements:

• 8+ years of experience in commercial/sales/engineering roles within the gas industry, with a strong focus on on-site service and large-scale projects.
• Deep understanding of the semiconductor industry and Air Products' offerings, specifically within the context of customer's operational requirements.
• Demonstrated leadership skills, with the ability to manage and motivate teams to achieve ambitious goals. Experience integrating cross-functional teams is essential.
• Excellent communication, negotiation, and presentation skills, with the ability to effectively communicate complex technical information to both technical and non-technical audiences.
• Financial acumen, including experience with financial modeling, budgeting, and forecasting. Familiarity with key financial metrics (e.g., IRR, NPV, ROI, PBIT, EBITDA) is essential.
• Fluent in English and Mandarin Chinese (both written and spoken).

We are the world's largest hydrogen producer with over 80 years of industrial gas experience. We are hydrogen and industrial gas experts delivering safe, end-to-end solutions, investing in real, clean energy projects at scale, and driving the industry forward to generate a cleaner future. 

At Air Products, we work in an environment where we put safety first, diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visit About Air Products.