Job Description
AL Maritime is a business unit within GM&T (Global Markets & Technologies). The activity is articulated around four main businesses: Global Helium, Global Rare Gases, Offshore Energies and Maritime Cryogenic Supply. It is a very international environment, managing multiple locations worldwide.
As part of AL Maritime, Cryogenic Tank Services (CTS) is a Malaysian entity which was acquired in 2015. CTS specializes in cryogenic tank and equipment rental for the offshore and maritime industries as well as in cryogenic transport of molecules, and provides a full range of repair and testing services.
Set the commercial strategy & manage a commercial population at a specific organizational level (region, entity, country, cluster, etc.) in order to drive sales and profitability.
How will you CONTRIBUTE and GROW
Promote safety as first priority in business operations;
Build, develop, and lead a high-performing regional sales organization (initially 2 direct reports: one in India, one in Kuala Lumpur, with expected strategic growth over time) to maximize sales across all ALAS business units (biogas, natural gas, nitrogen, helium, hydrogen) in APAC, India, and the Middle East.
Establish and execute the strategic vision for long-term and short-term growth, maintaining full executive accountability for Order Intake (OIT) in the region, starting with a goal of $10-50MM in 2026.
Ensure continued alignment between company objectives and the Order Intake goals across all ALAS business unit perimeters in the region.
Maintain a full understanding of the target markets and the potential of Air Liquide's membrane technologies across all ALAS business units (biogas, natural gas, nitrogen, helium, hydrogen) in the APAC, India, and Middle East regions.
Direct and personally lead all critical and high-value contract negotiations with key customers and strategic partners;
Serve as the executive sponsor and primary interface across all internal matrixed functions (Engineering, Legal, Finance, Operations) to ensure efficient proposal-to-project execution and alignment.
Ensure project success through continued oversight of matrixed resources responsible for project execution;
Provide market feedback to Air Liquide leadership regarding competitive offerings, prospect needs and product development ideas;
Identify new and changing needs of customers and work with Air Liquide management in developing innovative solutions to meet those needs;
Collaborate with other Air Liquide entities to find synergies and align sales strategies across all ALAS business units in the region.
Collaborate with the management and production teams to develop order and inventory forecasts;
Collaborate with proposal and technical teams to continually align and improve processes;
Collaborate with proposal and technical teams to maximize the opportunities for technology deployment with each customer;
Ensure strict adherence to all Air Liquide Group governance policies, including E&C Golden Rules and risk management processes, throughout the entire sales and proposal lifecycle.
Are you a MATCH
BS in Science or Engineering discipline (Chemical, Manufacturing, Industrial or Mechanical preferred)
10+ years of managerial, customer relationship and sales environment experience or equivalent
Have inventive business development skills and can display negotiation skills with a high level of enthusiasm
Expertise in sales with a focus on business development in the area of technology
Expertise in process design and implementation
Expertise in gas processing technology, preferably membranes, with hands-on commercial and technical proposal management background
Demonstrated ability to influence employees and stakeholders to gain buy-in and lead project efforts
Ability to conceptualize and communicate business & technology needs
Ability to lead teams consisting of personnel from several groups (Manufacturing, Legal, Operations, Accounting, Quality etc.)
Preferred Qualifications
MBA degree or equivalent preferred
Experience In Cryogenics And Pressure Swing Absorption Preferred
Experience in gas separations; experience with membranes preferred
Required Competencies
Demonstrates strong process and operational safety behavior at all times.
Demonstrated understanding of Engineering and Engineering/Procurement models
Demonstrated ability to present technical information to promote technology
Demonstrated ability to compile detailed and complex technical proposals
Demonstrated ability to influence employees and stakeholders to gain buy-in on technical solutions
Self starter with the ability to work with a remote team across multiple time zones
Strong interpersonal and presentation skills
Ability to prioritize tasks and opportunities based on changing business needs
Fluent in English language, both verbal and written
About Air Liquide
A world leader in gases, technologies and services for Industry and Health, Air Liquide is present in 78 countries with approximately 64,500 employees and serves more than 3.8 million customers and patients. Oxygen, nitrogen and hydrogen are essential small molecules for life, matter and energy. They embody Air Liquide's scientific territory and have been at the core of the company's activities since its creation in 1902.
Our Differences make our Performance
At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.
