Joyce N.

In the Global Sales Technical Support role, my key responsibilities include developing technical proposals, guarantee agreements, technical presentations, and supporting the sales efforts within Aromatics Benzene/Toluene/Xylene (BTX) product lines, which resulted in several multi-million dollar wins with large overseas refineries. To facilitate technical sales support to CA&S Sales Account Managers and customers, I collaborate closely with cross functional teams such as Product Line Manager, Technical Services, Research & Development (R&D), Engineering Services & Equipment (ES&E), and PT&E to enable that proposals are completed and project support are provided in a timely manner. o Conduct yield analyses as per ITBs and RFPs for refineries located in China, Japan, Korea, Indonesia, and United States. o Provide cost benefit analyses to support sales effort in developing the most attractive offering. o Coordinate strategies with Sales to overcome customer objections, respond to their requests, and prepare value propositions to enable the best chance of winning an incumbent or a take-away sale. o Resolve any outstanding issues with customers such that we can continue to advance throughout the sales process. o Participate in developing the Sales and Guarantee strategy for projects with the cross functional team. o Take the lead technical role at customer clarification meetings, technical proposal and guarantee agreement reviews. o Coordinate engineering effort for proposal support and post-sale deliverables. In the Marketing and New Product Commercialization role, my key responsibilities include participating in the Voice of the Customer study on product & service quality as part of the sales process, and developing cases via simulations and performing financial analysis to justify capital spending for new R&D project work. Other responsibilities include developing new CRM Sales Force.Com proposal tool to track sales proposal metrics and performance.

Process & Project Engineering role: o Perform detailed process design engineering of Pressure Swing Adsorption (PSA) units including process simulations, cycle optimizations, P&ID, valve & instrument specifications. o Prepare deliverables to meet project milestones and provide clarifications on outstanding customer issues. o Collaborate with customers & EPCs to identify pertinent specifications and cost savings. o Conduct HAZOPs on new designs to identify and eliminate potential safety hazards to personnel and equipment. Field Operating Service role: o Technical Services – Service customers with field issues by troubleshooting & providing technical support with recommendations to eliminate existing operational & process inefficiencies. o Startups and Checkouts – Manage startups & optimization, field loadings & inspections, control valve and instrument checkouts, and PLC control hardware & software checkouts of PSA units at refineries including ConocoPhillips Woodriver, Pemex Minatitlan, Inergy, Praxair Cedar Bayou, Shell Canada, Frontier, PTTGC (ATC), Air Liquide, PetroCanada Suncor, Shell Bantrel, SK Ulsan, GS Caltex, Saras Italy, Marathon, and ExxonMobil. Perform unit troubleshooting, optimization, loop checking, PID controller tuning and performance testing. o Allen-Bradley ControlLogix & Modicon Unity PLC automation controls hardware and software testing, HMI configurations, and DCS checkouts. Identify potential startup problems and recommend solutions during the checkout phase. o Deliver formal technology training at customer locations and informal startup trainings in control rooms. Global Sales Technical Support role: o Deliver optimal vessel and cycle design at a competitive cost advantage. o Review refinery project specifications to identify non-standardized requirements. o Develop and prepare budgetary estimates and fixed price proposals for both revamped & new PSA units and new PSA controls cabinets. o Mentored junior engineers on design basics.