At Air Products, we reimagine what’s possible. By tapping into the motivation of our people and our collective experience, we create the ideas and innovations that drive us forward. When we come together – where every voice is heard and everyone knows they belong and matter – we create solutions that launch people into space, support lifesaving care in hospitals, and enable the construction of groundbreaking, world scale production facilities.

Reimagine What’s Possible 

POSITION SUMMARY

Purpose

It should be just one sentence that provides macro, concise view of the job. Below is a sample Purpose Statement for a Production Manager.

The Senior Business Development Manager is responsible for driving strategically significant tonnage gas business development for China IG, with accountability for originating and securing profitable onsite gas and integrated customer solution opportunities that support long-term growth and disciplined capital deployment.

Nature and Scope

This is the narrative part of the JD. It is written in straight prose paragraphs, not in lists or headings. Being unstructured, it gives the writer to convey all the necessary facts together with something of the feel of the job. It provides the meat on the bones of the other parts of JD. It illuminates the job and helps the reader to have a good grasp on what the job entails without going into details. It should be easy to read, logical and interesting.

The role leads assigned complex tonnage gas business development opportunities for China IG, covering large onsite gas and integrated customer solution opportunities from early market insight, customer engagement and opportunity origination through solution development, proposal preparation, commercial negotiation, approval support, contract finalization and transition into execution. The jobholder is expected to shape opportunities proactively rather than only respond to tenders, by identifying customer investment drivers, gas application needs, competitive positioning, value-creation levers and potential project structures at an early stage.

The jobholder focuses on prioritized end markets such as petrochemical, coal chemical, steel, chemicals, energy transition, and supports opportunities including large ASU, SOG, hydrogen/syngas, strategic renewals, customer expansions, pipeline supply, industrial park or partnership-based structures. These opportunities are typically long-cycle, capital-intensive and commercially complex, requiring structured opportunity assessment, strong financial discipline, practical risk evaluation and alignment across business, commercial, technical, legal, finance, operations and project execution stakeholders.

The role serves as the commercial lead or senior local point of contact for assigned opportunities. It requires the ability to translate customer production needs, gas usage requirements and market intelligence into executable onsite gas supply solutions, coordinate proposal assumptions and contract positions with functional teams, and ensure that key commitments, risks and execution assumptions are understood before they are presented internally or externally.

This is a senior individual contributor role requiring independent commercial judgment, strong cross-functional influence and credibility with senior customers and internal stakeholders. The role is expected to provide well-reasoned recommendations on bid strategy, pricing approach, contract structure, risk allocation and capital investment trade-offs.

DIMENSIONS

This is a senior individual contributor role with significant business impact, independent judgment and cross-functional leadership responsibilities. The jobholder leads assigned complex large-project opportunities and influences multi-functional resources without direct reporting authority. The role contributes to decisions on commercial strategy, contract structure, risk allocation and capital investment trade-offs that shall materially affect China IG growth, profitability, customer retention and capital deployment.

Dimensions are the significant quantities on which the job has some direct or indirect impact. It provides numerical data marking the scope of the job. Every job is set up to have an impact on something, though that impact may be small or distant. Most useful quantities are financial such as annual budget, expenses, operating costs, project costs, annual income, and revenue, turnover and material costs.

PRINCIPAL ACCOUNTABILITIES

• Build and maintain a strategically prioritized pipeline of assigned large onsite and integrated solution opportunities, aligned with China IG growth objectives and capital deployment priorities.
• Lead development of complex, high-value onsite bids, including customer needs assessment, gas application analysis, opportunity screening, bid strategy, proposal preparation and commercial solution development.
• Develop differentiated and financially disciplined proposals that balance customer value with AP’s return and risk requirements, and provide clear recommendations to leadership on project economics and investment trade-offs.
• Lead or support contract development and commercial negotiation for assigned opportunities, working with functional teams to define key terms, supply scope, responsibilities and contract-life obligations in line with company governance requirements.
• Develop and maintain senior customer, partner and internal stakeholder relationships to support opportunity origination, customer retention, commercial issue resolution and AP’s long-term competitive position.
• Mobilize and influence cross-functional teams to align proposal assumptions, execution requirements, risk mitigations and readiness before customer commitments are made.
• Support post-award transition by ensuring key commercial commitments, supply scope, project assumptions and customer expectations are clearly handed over to execution and business teams.
• Contribute to China IG strategic objectives and tonnage gas BD capability building by applying market intelligence, customer insights and digital tools, and sharing learnings from assigned opportunities.

JOB REQUIREMENTS

This section should be written to give a clear, realistic and specific profile of the actual knowledge, actual skills and actual experience needed to achieve the outputs expected from the job.

Qualifications and Requirements:

•  Bachelor’s degree in engineering or business-related subject; Master’s degree or MBA is a plus.
• Minimum of 10 years’ relevant experience in industrial gases, large-project business development, onsite solution development, commercial management, project development, investment project leadership, engineering or related industries; proven experience with onsite gas supply, large ASU, hydrogen/syngas, SOG, pipeline supply, long-term gas supply contracts, strategic renewals, industrial park development, joint ventures or complex investment projects is strongly preferred.
• Excellent interpersonal skills with the ability to deal with people from all cultures at all organizational levels, inside and outside the company
• Excellent language skills. Able to communicate fluently in English/Chinese.

Required Skill Sets:

• Project leadership and matrix management: ability to lead assigned complex, high-value business development initiatives, mobilize cross-functional resources, influence senior stakeholders and drive outcomes without direct reporting authority.
• Commercial and negotiation skills: ability to identify customer decision drivers, structure differentiated value propositions, lead high-stakes proposals, negotiate complex commercial terms and risk allocation positions, and close long-term onsite gas supply agreements.
• Permitting and stakeholder coordination: ability to work with permitting, government relations, industrial park authorities, tax, legal and other relevant teams to address project approval requirements and support new business investment.
• Financial and business modelling knowledge: strong understanding of onsite gas supply economics, pricing, project returns, capital intensity, risk allocation and investment decision criteria; ability to interpret financial analyses, evaluate project structures and advise leadership on business trade-offs.
• Legal and contract knowledge: ability to work with legal teams to develop and negotiate letters of intent, contract terms, joint-venture or partnership arrangements, land or utility arrangements and other project-related documents.
• Customer and stakeholder engagement: ability to build trust with senior customer decision makers and partners, and to communicate complex commercial, technical and investment solutions with credibility.
• Market intelligence and business acumen: strong understanding of the industrial gases competitive environment, customer investment drivers and end-market dynamics, with the ability to use market, customer and competitor insights to shape winning strategies.
• Problem-solving, independence and digital mindset: self-motivated and resourceful, able to resolve ambiguous and complex business issues with limited guidance, anticipate risks, form practical recommendations and leverage AI or digital tools for project viability, competition analysis, stakeholder mapping and decision support.

Founded in 1940, Air Products is a world-leading industrial gases company and has a proud history of innovation, operational excellence, with an unwavering commitment to safety and environmental stewardship. Working together, we are taking our passion and diverse backgrounds forward to reimagine what’s possible and generate a cleaner future for our customers, our communities, and the world.