Solution Development Manager - On Site Airgas

Main responsibilities during the project development phase :
Develop a deep understanding of the Customers technical needs and constraints
Develop i) potential technical solutions to reach the target CAPEX/OPEX taking into account
operational/business aspects and ii) budgetary capex and opex estimate to compare
competitiveness of potential solutions
Ensure the OS standard solution is taken into account and any customization are justified to win
the project
Prepare comparison tables and propose the most competitive solution (including benchmarking)
for selection during the A meeting
Support the PDT in preparing the preliminary layout scope of work and battery limits between AL
and external parties and also between affiliates and E&C
Close the loop at the end of the project development phase to capitalize both on the product
solution & project development process as well as competitiveness of AL solution and identify the
lessons learned and related actions for the future

The E&C OS SD is one of the key stakeholders of the OS Competitiveness piloting in its assigned
geography. In this context the E&C OS SD is in close and regular contact both with the business
and the WBL IM.
Main missions related to OS barebone Competitiveness monitoring jointly performed with
business and WBL IM :
Participate to the regional prospect portfolio review (lead by Regional business development)
Participate to the regional OS gas offer competitiveness database consolidation and review (lead
by Regional Cluster Product Manager)
Participate to the review of the feedback collected from the field on market and business needs
(lead by Regional Cluster Product Manager)
Identify competitiveness levers and adapt the regional product strategy accordingly (together
with IMWBL Global Solution Owner and E&C related product manager)

As an overall mission the E&C On Sites Solution Developer (E&C OS SD) is the primary E&C
contact (SPOC) for the business in its assigned geography. Depending on the business requests
the E&C OS SD may either directly support/answer the business needs or redirect the business to
the right E&C contact.

Responsibilities / Accountabilities:
1. Early Project Development & Elaboration of Solution Options
Analyze the information provided by the final customer directly as well as Business
Developers (BD) and Owner Project Directors (OPD) considerations related to the design
basis / needs
Identify and coordinate the preparation of possible relevant process solutions and ensure
selection of process solution according to customer requirements with respect to production
capital investment efficiency availability schedule and/or other criteria important to the
customer
Ensure the comparison of the options regarding technical feasibility safety reliability
compliance project risks schedule or other relevant criteria
Ensure a proper external benchmark is consolidated
Prepare the Ameeting by providing & ensuring validation of: process solutions raw budget
estimations consolidated benchmark and Total Cost of Ownership (inputs for) data and
decision preparation (pros/cons)
Support the business development in preparing or validating customer presentations and
providing necessary inputs/documents at various stages of project development
Initiate the preparation of technical documentation (eg basis of design / site data sheet / scope
of work / preliminary plot / battery limit localizations / preliminary project schedule) when
needed
Ensure overall EPC solution is optimized (holistic approach not limited to E&C barebone
scope)
Represent E&C in the Project Development Team (PDT) when ensuring the information are
aligned between the PDT and various E&C working levels
Coordinate with appointed proposal manager within E&C and other E&C key stakeholders (eg
product managers process engineer(s) design authorities and other functions involved in
solution development) as needed as well as communicate with various level of E&C
management represent E&C in project development related presentations/ communications to
ensure coherence between decision and
Support BD & OPD in the technical communications with final customer / management / etc.
2. Offer Development Based on the Selected Solution
Support the appointed proposal manager in this phase of the project development (support
interact and coordinate to ensure consistency between requirements (technical project cost
reliability... and the proposed solution)
Check/ensure that the firm proposal remains in line with the selected solution regarding the
definition scope design philosophy project schedule target TCO. He/she needs to
control/validate the required adjustments along the development process if needed
Support the BD and OPM to ensure overall EPC solution is optimized (holistic
approach not limited to E&C barebone scope)
Support the business team in creating or validating the customer offer document
(and participate in presentations / meetings / negotiations on demand) the
CPR/RIC documentation
Ensure the final customer & internal customers voice is heard in the E&C to properly
understand the risks / opportunities / working ways / decisions criteria etc.
3. Regional Product Competitiveness Monitoring
Participate in the OS Competitiveness reviews with the clusters and IMWBL (prospect portfolio
review competitiveness monitoring standard solution development)
Capitalize proposals in terms of process / technical solution / competitiveness / customers
selection criteria / development organization / competencies and others as relevant
Collect information allowing AL to improve the competitiveness of current products and/or
develop new products & be force of proposal within E&C organization to promote the need for
this development
Use every opportunity to perform techno watch and share relevant data to the business and
E&C product managers
Establish long term relationship with the internal customers representatives
4. Regional Point of Contact for Business
Establish long term relationships with the AL business partners representatives in the region
Act as E&C regional Point Of Contact (POC) for business and provide technical sales services
support when needed or redirect the business to the right E&C contact

Are you a MATCH

Qualifications:
Bachelor of Science degree or equivalent in Engineering field
Minimum of 5 years engineering experience especially in ASU or cryogenic industrial gas
plant process or product development and design is preferred

General:
Very good written and verbal communications skills.
Very good problem solving skills with a pragmatic mindset. Will be called upon to take
independent decisions.
Ability to interact effectively with other entities / disciplines / departments
Strong organizational and people management skills
Good understanding of various vendor equipment and instrumentation used in industrial gas
plants
Solid general technical background
Knowledge of onsite products and IM business is an asset

Additional Requirement:
Short term travel locally or internationally is required depending on the assigned work tasks
Notion of French Mandarin or Indian languages is an asset
Ability to work with multicultural teams is an asset

Work Schedule:
Combination of remote working at home and office schedule as per company policy

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.