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Senior Catalysts & Licensing (C&L) Account Manager - Chemical (Shanghai)

Location:  Shanghai, 31, CN
Company:  ExxonMobil

Job Role Responsibilities

 

KEY RESPONSIBILITIES:
 

1. Safety and Controls
a) Commit to the highest levels of safety and controls conduct
b) Comply with all applicable laws and regulations for business integrity and personal ethics

 

2. Business Development and Existing Business Management
a) Create and lead the execution of account plans to drive revenue growth for C&L across the portfolio
b) Develop credible and trusted advisor relationships with decision makers and decision influencers at key accounts
c) Lead customer negotiations – develop framework and execute pursuit strategies with endorsement of relevant Platform Sales Manager
d) Mentor the development of sales skills excellence in account managers in the China C&L team
e) Grow pipeline for new opportunities across the C&L portfolio
f) Develop technology licensing and/or catalyst sales/lease proposals with global licensing managers for potential clients
g) Leverage global resources for project development and lead related negotiations, e.g. NDA, Technical Appendix, Commercial Agreement, Catalysts Supply Agreement, etc.
h) Deliver contract results, covering cradle to grave of new project/revamp technology licensing (feasibility study to start-up)
i) Lead adhoc studies e.g. configuration optimization study, competitive study
j) Support marketing / Marcom activities with a focus on ensuring messaging relevance for China
k) Help and facilitate EM G.I. activities in China e.g. Liquid Venture, NPP platform and EMRE R&D 

 

3. Market and competitive Intelligence
a) Collect and solicit competitive and market intelligence, monitor the changes of governmental policies/regulations, understand the direct/potential impact to our business
b) Based on the market and competitive intelligence, provide to the C&L Global and China team the insights and recommend action plans

 

REQUIRED SKILLS AND KNOWLEDGE:

 

• Bachelor or Master/PhD degree holders
• Technical background (Chemical Engineering or Science) preferred but not a must
• 25+ years of sales / marketing / technology experience in refining/petrochemical industry.
• 10+ years of technology licensing or catalyst sales preferable
• Fluent in English (both verbal and written) and Chinese
• Able to work independently and a team player
• Expect to stay in the role at least for 5 years


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