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Posted: 4/28/2021 - Expires: 7/27/2021

Job ID: 226744320


Job Description

The Technical Sales Engineer will be part of the Commercial Technology (CT) team, which combines technology, innovation, and business development to grow Air Products' Industrial Gas business across the North, South, and West sub-regions of the US/Canada. This role has the primary objective of increasing the company's sale of gases (such as H2, N2, O2, Ar, He and CO2) and equipment to the Chemicals, Pharmaceuticals, Refining, Industrial Cryogenics, and Power industries. This position will be based in the Midwestern part of the US (Illinois/Indiana/Ohio) and requires 30-40% travel. Easy access to a reliable airport is important.

The applicant for this job must be multi-faceted, combining the talents of a technical consultant, sales representative, marketer, and technology developer. Daily tasks of this position typically fall into one of the following categories:

Serving as an industrial gas technology consultant for potential and existing customers. This includes running trials of new gas application technologies.
Speaking to customers and prospects as the technical resource of the Selling team.
Prospecting and using industry knowledge to bring more visibility to the company. This includes national conference attendance, cold calls/emails and local industry group participation.
Assisting regional management with market analysis in a particular geography based on industry trends and market feedback
Developing new technologies and applications via direct market feedback to the R&D community.

The individual in this role needs breadth of understanding across a large cross section of technologies and industries. The individual is encouraged to be or quickly grow as a specialist in customer processes that require or are amenable to industrial gases.
Principal accountabilities
Work with Sales team to drive new business development focused on sales of gases, technology, and equipment to the chemicals, refining, pharmaceutical, industrial cryogenics, and power industries
Develop proposals, presentations, reports, etc. to support signing new business and retaining existing customers.
Identify and communicate the benefits of Air Products technologies for production increases, enhanced product quality, use of lower cost raw materials, fuel savings, reduced emissions, etc., and develop the business case for the customer operation, while guiding AP pricing strategies.
Identify new prospects for industrial gas usage (H2, N2, O2, CO2, Ar, He,) based on their operations, equipment, and end markets served. Focus will be on growth markets in geographies of priority for Air Products.
Develop and advance the opportunity pipeline for the segment in the regions of responsibility and support Sales representatives and/or focused/key account managers.
Audit prospect and customer processes to identify new or more efficient usage of industrial gases.
Engage with marketing and lead generation to increase the opportunity pipeline.
Develop scope and provide support for AP technology demonstration in the field by working side-by-side with AP engineering and customer operations staff for trials and start-ups.
Understand and communicate industry needs (economic, regulatory, new products/processes, process flexibility, etc), to our industry segment and marketing manager, advanced technology and equipment engineering teams, guiding the development of new applications
Engage in significant trade associations, technical organizations, major conferences, local trade shows, in priority geographies with the objective of learning, presenting technical papers, promoting technology, supporting marketing efforts, networking, leading committees, and developing a reputation for him/herself and AP as technical leaders.
Develop technical papers and marketing materials for APD technologies.
Work with external partners to provide full solutions to APD customers, as applicable (e.g. catalyst vendors, equipment suppliers, tolling companies, etc).
Effectively use CRM tools to collect key account information related to customer industry, processes and applications

Undergraduate Engineering degree (Chemical preferred),
Graduate degree a plus (technical and/or MBA)
At least 5-10 years' experience in or in support of the target industry (Chemicals, Refining, Pharmaceutical, etc)
Prior experience in business development or technical sales highly preferred
Strong candidates will have experience in target industry manufacturing and optimization, applications, and general processes
Demonstrated effective leadership and teamwork skills
Ability to work effectively across functions and levels, both internally and externally
Good process and mechanical aptitude with the ability to fix equipment and process related issues.
Good business insight
Good interpersonal and strong influencing skills
Willing to take initiative and work proactively internally and externally
Experience in or prior exposure to the industrial gases industry a plus

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

We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance and retirement plans. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.

Air Products thanks all applicants in advance for their interest; however, only those applicants who are being considered for an interview, or are currently employed by Air Products, will be contacted.

We are an Equal Opportunity Employer (U.S.) You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.


Air Products is an Equal Opportunity Employer (U.S.) All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Air Products is also committed to Employment Equity (Canada).
Individuals who may have an accommodation need related to applying for positions with Air Products in the U.S. and Canada, should contact Air Products at 1-800-966-2724, Option #1.

Identified Skills

Job Summary

Employment Type:
Full Time Employee
Job type:
Federal Contractor
Skill Based Partner:
Education Level:
Bachelor's degree
Work Days:
Mon, Tue, Wed, Thu, Fri
Job Reference Code
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