Aftermarket Commercial Manager (Finance)

Join a team recognized for leadership, innovation and diversity

POSITION SUMMARY
This position will be accountable for delivering sales and profitable EBITDA growth in LNG aftermarket goods and services ("G&S") market. This includes gathering and analyzing market data, competitor landscape, and customer requirements necessary to establish and implement effective selling and contracting strategies for critical LNG market segment. In addition, the individual will be responsible for the enhancement of existing and development of new technical service offerings as well as leading marketing efforts as demanded by the market. This position will be required to understand the market dynamics, build and strengthen relationships with customers and partners, and guide a multi-disciplinary team of engineering, development, and manufacturing.

NATURE AND SCOPE
HLNG (formerly Air Products LNG technology and equipment business, acquired by Honeywell in Oct 2024) is the leader in providing liquefaction technology and equipment to the LNG market with existing clients operating over 20 LNG facilities in over 17 countries with over 100 natural gas liquefaction trains utilizing HLNG's proprietary technology and equipment. Activity in the aftermarket goods and services segment remains high and is expected to continue to grow, as additional LNG facilities come onstream and older facilities require more HLNG's goods and services to continue to operate safely, reliably and optimally. HLNG continues to develop new products and services which improve the operations of existing facilities such as AP-OptiPlus and AP-AutoCool. This position fills a critical need to develop a market strategy, leverage our existing LNG position, increase aftermarket G&S revenues and reinforce/enhance our customer relationships that are the foundation of maintaining our leadership position in the LNG industry. This position will help guide internal developments and influence internal staffing to fulfill this critical need.

DIMENSIONS
Aftermarket revenue for the HLNG has ranged from $15 to $21 million per year and growing. The client base is international and includes major international oil companies, national energy companies and independents. The position will entail engaging the broader Honeywell engineering, development, product, manufacturing, commercial, and legal teams including the HLNG Port Manatee Manufacturing Facility in Florida as well as the Honeywell UOP and Industrial Automation ("HPS") organizations to carry out the position objectives.

LNG aftermarket G&S revenues have historically come from equipment repairs performed by HLNG personnel, and at times 3rd party subcontracted support. Repair work, which currently constitutes a large portion of our aftermarket G&S revenues, has increased such that managing and streamlining the support for these repairs is becoming critical including further implementation of master services agreements with clients. Additionally, significant opportunities exist related to operational optimization of aftermarket G&S, being spurred by global efforts for greenhouse gas emissions reduction, debottlenecking of existing facilities and refresher training. HLNG has several aftermarket G&S offerings that are primed to capture part of that market but require a more focused approach. These optimization aftermarket G&S offerings also serve a strategic role developing alliances with client and partner engineers who will become future key decision makers in the LNG industry.

This position will lead a large multidisciplinary team of engineering, legal, finance and manufacturing resources that will support each opportunity and the aftermarket segment as a whole, as well as engage with our newly established aftermarket services ("AMS") organization. In addition, this team may include IT for software development and contracting with outside suppliers to supplement limited internal resources.

PRINCIPAL ACCOUNTABILITIES

• Meet or exceed order intake, revenue and free cash flow goals as determined by Annual Operating Plan ("AOP")
• Manage multiple commercial contracts and establish new contract opportunities
• Develop and manage aftermarket G&S commercial offerings to new and existing LNG clients
• Establish pricing and marketing strategy for aftermarket G&S products
• Guide product, engineering and manufacturing teams in developing new aftermarket G&S product offerings
• Support HLNG's leading position as the supplier of LNG technology and equipment to the expanding overall LNG market segment through advertising, publication of papers, electronic media and presence at industry conferences
• Support the greater Honeywell End to End product offerings for the HLNG, UOP and HPS organizations

MINIMUM REQUIREMENTS AND QUALIFICATIONS

• Degree in engineering or technical field
• MBA preferred but not required
• 5+ years commercial, sales and marketing experience with significant cross-functional experience
• 5+ years in the LNG industry or related energy industry, aftermarket sales experience is a plus
• Demonstrated knowledge of commercial contract and non-disclosure agreement terms and conditions
• Experienced in leading complex contract negotiations
• Ability to think strategically and creatively to beat the competition
• Ability to travel domestically and internationally, up to 40% travel
• Strong people skills and ability to thrive in an environment of change

Additional Information

• JOB ID: HRD264953
• Category: Sales
• Relocation Tier: Tier 1
• Security Clearance:
• Aviation Authority (FAA for US):
• Band: 04
• Referral Bonus: 1500
• Requisition Type: Standard Requisition
• US Citizenship:
• FLSA Statement:
• FLSA CODE: Exempt

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.