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 

Purpose

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

Nature and Scope

The job holder is the China Onsite Business Development manager for Electronics Tonnage in China reporting to China Onsite Senior Business Development Manager, China Onsite Business Development.

The jobholder is responsible for the sales / Business Development of the electronics tonnage business – bulk gases which is to align with China ETON Ambition strategy. 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.

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

The 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, customer wallet share, new product introduction/service extension, etc.

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

PRINCIPAL ACCOUNTABILITIES

• 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

• 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

• Leadership and Management Skills: ability to lead initiatives in business development and to manage a team to achieve business goals.
• Sales 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.

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.