Region Construction Specialist

• 24000016

Linde Gas & Equipment Inc. is seeking a Region Construction Specialist to join our team located at any LG&E west region location. The Region Construction Specialist will be responsible for selling and managing of construction projects for institutional medical as well as industrial facilities within their assigned territory of existing & new accounts. The Region Construction Specialist will spend extensive time in the field at customer sites and be accountable for estimating construction projects, ongoing project management, construction site management, contractor management and commissioning for new and innovative technology. The Region Construction Specialist may be required to work in harsh conditions, such as adverse weather, and will need to be available outside of normal office hours to resolve customer issues onsite.

The Region Construction Specialist will provide support to sales team members to help grow sales revenues and profits, gain new strategic opportunities, and meet sales targets within an assigned a designated geographic area or group of customer accounts. The Region Construction Specialist will be an individual contributor who is accountable for serving as a specialist to obtain profitable contracts with large, key and/or complex accounts often driving a particular market segment.

Region Construction Specialist

• Provides guidance/support to sales colleagues, assists in all sales activity of sales team
• Supports and pursues joint targets with other sales personnel
• Focuses on profit improvement and gaining new opportunities
• Improves the profitability of existing accounts by fully understanding the cost to serve and the value propositions for the accounts/customers
• Develops knowledge and collects data on the account's business, products, processes, growth opportunities and customer
• Promote sales, introduces the organization's programs and provides account service to assigned and potential customers
• Focuses on new business development, maintaining customer relationships and troubleshooting specific customer problems
• Develops customer needs analysis, including long- and short-term goals and tactics, pricing strategy and a renegotiation plan
• Demonstrates products to new account customers.
• Secure long-term relationship by negotiating straightforward agreements.
• Maintains good coordination and communication with other sales groups, and functional groups, such as marketing, customer service, production, engineering, logistics, law and others, to ensure that the account strategies are aligned with the available resources and market objectives.
• Understands competitive activity and strategies with in assigned area/group of customers. Monitor s competitive activity and maintains competitive intelligence databases.
• Understands the value of Linde's products and application technology in developing pricing recommend-actions. Recognizes and expands opportunities at existing customers bringing solutions and value to customers.

• Prepares estimates of construction work by gathering proposals, blueprints, specifications, and related documents. Identifies labor, material, and time requirements by studying proposals, blueprints, specifications, and related documents and computes costs by analyzing labor, material, and time requirements.

• Coordinates RFP development, purchase orders, professional subcontracts and owner executed agreements with Linde's contracts administrator.

• Establishes and maintains preconstruction action item log and construction delivery project schedule, working with the customers and Linde's project teams to determine preconstruction scope.

• Serves as the point of contact during project Pre-Construction phase, including coordination, communication with project team as to the project work plan, interim coordination, project status and final project delivery.

• Explores vendor, subcontractor, and material market, understanding market capacity and bidding interest.

• Reads, understands, and interprets the project documents and develop a work plan that ensures timely and on-budget procurement and delivery of the project scope.

• Develops detailed RFP documents based on project documents and manages RFP process for Vendor, Subcontractor and Professional Services.

• Research, pre-qualifies, and procures vendors, subcontractors, and professional services such as: offsite fabrication, mechanical/structural engineering and other professional services.

• Develops and maintains strong vendor relationships, a qualified network of vendors, subcontractors, and service providers relevant to project scope, identifying strategic partners.

• Creates, maintains and publishes detailed and realistic schedules for vendors, subcontractors and professional services delivery.

• Assures that potential risk factors have been evaluated and reviewed with the Project team.

• Manages supply chain scope variance to all project document revisions. Identifies potential change orders early and works with vendors, subcontractors and professional services to price and submit in accordance with established project controls.

• Prepares comprehensive bid tabs for review and presentation to project leadership and clients.

• Travels to vendor or subcontractor manufacturing sites for pre-qualification and progress audits.

• Drafts and distributes project meeting agendas, minutes, presentations, schedules, tracking matrices, schedules, Safety Manuals, QC/QA documents and executive summaries.

• Conducts extensive research to diagnose the problems that the customer is facing and then develops appropriate solutions.

• Other duties as assigned.

• Bachelor's Degree in construction management, project management, engineering or related degree preferred

• 7 years Outside Sales experience
• Strong negotiation skills
• Prior Industry experience is required
• CWI or CWE certification preferred

• A minimum of 5 years of experience in project management or construction sales

• Foundational understanding or experience with the engineering and construction of technically complex utility intensive industrial facilities.

• Experience in AutoCAD drafting and working knowledge of BIM and VDC.

• Familiarity with EPC and Design Build Process.

• Knowledge of Building Codes and Standards (NFPA 55, NFPA 99, CGA, OSHA, IBC, etc.)

• Technical Knowledge Preferred

• Technical knowledge of industrial and medical gases (O2, N2, Ar, He, CO2, Air, H2) & process piping, High Purity and Ultra High Purity materials used in the distribution of process utilities for manufacturing.

• Technical knowledge of the means and methods of construction of process piping including joining methods for PVC, PVDF, PP, Stainless Steel, Copper, Carbon Steel.

• Technical knowledge of the means and methods of handling and supporting process piping including hangers, strut systems and pipe supports. Technical knowledge of industry standard Quality Assurance /Quality Control practices.

• Technical knowledge of Air compressors and vacuum pumps. Technical knowledge of Building and Fire Codes and Standards. Industry knowledge of Healthcare, Food & Beverage, BioPharma, University, and Electronics.

• Proficient computer skills in MS Office, Spreadsheets, PowerPoint, etc.

• Effective written and verbal communication skills

• Travel required between 50% - 75% - varies Position will include frequent regional travel durations and infrequent national travel (variable and up to approximately 50 - 75%).

Linde offers the following to qualified Territory Mangers / Outside Sales Representative; competitive salary commission, 401K, full benefits, tuition reimbursement, company car, laptop, and phone.

Linde is a leading global industrial gases and engineering company with 2022 sales of $33 billion. We live our mission of making our world more productive every day by providing high-quality solutions, technologies, and services which are making our customers more successful and helping to sustain and protect our planet.

The company serves a variety of end markets including chemicals & refining, food & beverage, electronics, healthcare, manufacturing, and primary metals. Linde’s industrial gases are used in countless applications, from life-saving oxygen for hospitals to high-purity & specialty gases for electronics manufacturing, hydrogen for clean fuels and much more. Linde also delivers state-of-the-art gas processing solutions to support customer expansion, efficiency improvements, and emissions reductions. For more information about the company, please visit our website at www.lindeus.com.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, pregnancy, sexual orientation, gender identity or expression, or any other reason prohibited by applicable law.