POSITION SUMMARY

Purpose

The Business Development Manager is responsible for leading and securing profitable onsite gas projects to support the sustainable growth of South China IG, with a primary focus on Electronics Tonnage and bulk gas opportunities.

Nature and Scope

The jobholder is the China Onsite Senior Business Development manager for Electronics Tonnage reporting to General Manager of IG China Onsite Business Development (Solid line) and Deputy General Manager of IG South China (Dot line) .

The jobholder is responsible for the sales / Business Development of the electronics tonnage business, which to align with China ETON Ambition strategy, and meet the interest and goal setting of South China, especially for Focused Account, winning new long-term onsite contracts and driving the growth of existing ETON accounts through exceptional customer engagement and identification of expansion opportunities.

To achieve this, this jobholder will be the local point of contact for the assigned ETON and bulk gas opportunities, interfacing with customers, marketing, engineering and other internal stakeholders, and external alliances as well as the local government officials accordingly.

This jobholder will partner with IG South China Asset Management team to ensure seamless customer experience, with this incumbent concentrating on commercial and growth initiatives and the Asset Manager focusing on operational performance and contract fulfillment. This collaboration is critical for addressing customer issues promptly and aligning strategies such as franchise development and capacity expansions.

During the bidding stage, this jobholder needs to comply with the company process to complete the following: project screening, bidding strategy development, project planning/definition, tendering/bidding activities, contact negotiation, support project/contract execution. This jobholder needs to develop commercial strategies on new opportunities and enhance communications with internal stakeholders, customers and other external parties.

The jobholder is responsible for developing a bid/proposal for new opportunities to achieve the targeted hit rate, sales and profitability goals. After deal awarded, the jobholder is responsible for contract negotiation and supporting the business license set-up (if applicable). During the project execution stage, to support sub-regional business team in driving the project execution’s success.

This jobholder will partner with other business units such as liquid bulk/package gas to promote high purity package gas and its service and UHP LOX… etc. by project base and act as the long-term business development manager for existing accounts to maintain and grow sales and profits, increase customer wallet share, new product introduction/service extension, etc.

This jobholder will lead or partner with sub-region team for franchise development including liquid conversion, new business development etc. which is part of the previous ETON projects’ franchise plan.

PRINCIPAL ACCOUNTABILITIES

The jobholder’s primary accountabilities include the followings:

• Develop and execute business development plans aligned with China IG growth objectives.
• Define and lead commercial strategies for onsite project bids, ensuring competitiveness and profitability.
• Lead contract negotiations and secure agreements in compliance with company policies.
• Support business license setup where applicable and manage long-term contracts to maximize sales and profit performance.
• Collaborate with liquid bulk and packaged gas teams to promote integrated product and service offerings.
• Partner with sub-regional teams to drive franchise development, including follow on and conversion opportunities from existing projects.

JOB REQUIREMENTS

Qualifications and Requirements:

To be successful in this position, the jobholder requires the following qualifications:

• Bachelor’s or master’s degree in engineering or business-related subject.
• Minimum of 7 years’ experience in gas business development, project management or engineering.
• Excellent interpersonal skills with the ability to deal with people from all cultures at all organizational levels, inside and outside AP.
• Excellent language skills. Able to communicate fluently in English/Chinese.

Required Skill Sets:

To be successful in this position, the incumbent requires the following skill sets:

• Leadership and Management Skills: ability to lead initiatives in business development and to manage a team to achieve business goals.
• Sale and negotiation Skills: ability to identify customer needs, develop proposals, and close sales for complex technical or long-term service contracts, interact effectively with customers to achieve win-win outcomes for the company and the customer.
• Technical Skills: ability to understand and work with the technical aspects of Onsite projects including a basic understanding of the product lines and our project execution methodology.
• Business Registration and Permitting Knowledge: ability to understand and work with Permitting team, GR and other related teams (tax team etc. to result permitting challenges and maximize benefits from a new business investment through teamwork.
• Financial Knowledge: Strong understanding of the onsite gas supply business model. Ability to work with financial analyses to evaluate project structure (including technical details) which impact financial returns.
• Legal Knowledge: Ability to conduct effective negotiations, and to put legal documents together. These include letters of intent, contracts and land leases.
• Leadership and collaboration: Ability to work with people from different backgrounds in terms of culture and discipline internally and externally; ability to lead a team of personnel in a matrix environment.
• Commercial and Business Acumen: a sound understanding of the competitive environment and competence in putting a deal together in the general direction of a remote supervisor.
• Problem-solving & independence: Self-motivated and resourceful, capable of working independently and resolving complex issues with minimal guidance. Strong strategic thinking and analytical skills to overcome challenges and adapt strategies as needed.