Energy Sales Mastery: Marketing & Business Dev. in Petrochemicals

Energy Sales Mastery: Marketing & Business Dev. in Petrochemicals

Location

MST 1014

Duration

Online / In-class

5 Days

Contact with our Team

Sector:

Sales & Business Development

Technical Focus Area:

Digital & Remote Sales Processes & Techniques

About the Course

This course introduces participants to the structure and dynamics of the petrochemical industry, from feedstocks and core products to downstream applications. It explains how upstream, midstream, and downstream activities connect to create value, and how petrochemical derivatives flow through global supply chains into end-use markets. Participants gain an integrated understanding of products such as olefins, aromatics, methanol, and polymers, and their role in industries like automotive, construction, agriculture, and packaging.

Building on this technical and market foundation, the program explores the fundamentals of petrochemical sales and marketing in B2B environments. It examines customer segmentation, product positioning, pricing mechanisms, contracts, and trade structures. Real-world examples and case studies are used to illustrate how commercial teams design competitive offerings, negotiate agreements, manage risks, and respond to market volatility while incorporating sustainability and regulatory requirements.

The course also focuses on market intelligence, competitive analysis, and strategic sales management. Participants learn how to interpret petrochemical trade data, monitor capacity changes and investments, forecast demand, and develop integrated marketing and sales strategies. By the end of the program, they will be able to support or lead commercial initiatives that strengthen customer relationships, drive business development, and improve profitability.

Learning Milestones

By the end of this course, participants will be able to:
- Explain the fundamentals of the petrochemical value chain and key product families.
- Identify major petrochemical applications and customer segments across end-use industries.
- Analyze global petrochemical supply, demand, and trade trends to support commercial decisions.
- Evaluate competitor positioning and develop differentiated product and marketing strategies.
- Formulate competitive petrochemical pricing and contract structures for B2B markets.
- Apply negotiation techniques and risk management principles to petrochemical sales.
- Use market and trade data to support forecasting, planning, and business development.
- Design integrated petrochemical sales and marketing strategies aligned with corporate goals and sustainability requirements.
- Develop and present professional commercial reports and recommendations to management.

Professional Audience

- Sales, marketing, and business development managers in petrochemical and chemical companies.
- Product managers, planners, and commercial staff in refineries and petrochemical plants.
- Market analysts, strategy consultants, and investors focused on petrochemical markets.
- Engineers and technical professionals transitioning into commercial, marketing, or customer-facing roles.
- Government, regulatory, and policy professionals involved in petrochemical sector oversight.

Modular Syllabus

Petrochemical Industry Structure and Value Chain Fundamentals

- Introduction to petrochemical industry fundamentals and key concepts
- Upstream, midstream, and downstream petrochemical processes and integration
- Core petrochemical feedstocks: natural gas, naphtha, ethane, and their significance
- Major petrochemical products: olefins, aromatics, methanol, and polymers
- Applications of petrochemical derivatives across global industries
- Refining–petrochemical integration and complex configuration strategies
- Global petrochemical supply–demand balances and trade flows
- Activity/workshop: Mapping a simplified petrochemical value chain from feedstock to end-use

Sales and Marketing Essentials in Petrochemical B2B Markets

- Defining petrochemical sales processes, deal structures, and transaction flows
- Customer profiling by industry: construction, automotive, packaging, agriculture, and others
- Segmenting petrochemical markets and prioritizing high-value segments
- Product positioning, differentiation, and development of unique selling propositions (USPs)
- Petrochemical branding and building a strong market image in B2B environments
- Understanding buying cycles, procurement behavior, and key decision-makers
- Relationship-building strategies and account management in petrochemical sales
- Exercise: Designing a basic positioning statement and value proposition for a selected petrochemical product

Petrochemical Pricing, Contracts, and International Trade

- Petrochemical pricing models: spot, contract, index-linked, and formula-based
- Key pricing drivers: feedstock costs, energy prices, demand cycles, and capacity utilization
- Benchmark price reporting (ICIS, Platts, etc.) and their role in global trade
- Contract structures: long-term vs. short-term, take-or-pay, flexible volumes
- Risk management, credit terms, and payment security in petrochemical sales
- Tariffs, export regulations, and international trade law considerations
- Incoterms, freight terms, and logistics impacts on delivered pricing
- Case study: Reviewing and discussing a sample petrochemical sales or supply contract

Market Intelligence, Competitive Analysis, and Strategic Insights

- Gathering petrochemical market data from industry, government, and commercial sources
- Demand forecasting techniques for petrochemical markets and segments
- Analyzing competitor activities, product portfolios, and regional strategies
- Product innovation, differentiation, and specialty vs. commodity positioning
- Monitoring capacity expansions, shutdowns, and investment projects
- Assessing the impact of geopolitics, regulations, and sustainability trends
- Applying SWOT and PESTLE frameworks to petrochemical strategic planning
- Group activity: Developing a concise competitive benchmarking snapshot for a selected market

Strategic Petrochemical Marketing and Sales Management

- Designing integrated petrochemical marketing and sales strategies for B2B customers
- Setting KPIs, targets, and performance metrics for petrochemical sales teams
- Go-to-market strategies for new or existing petrochemical products and markets
- Applying digital tools (CRM, digital marketing, data analytics) to petrochemical sales
- Leveraging CRM systems for customer value creation and retention
- Managing sales performance, incentives, and cross-functional collaboration
- Incorporating sustainability and circular economy themes into marketing communication
- Capstone: Preparing and presenting an executive-level petrochemical sales and marketing strategy proposal

Course Dates & Prices

Location	Starting Date	Price
Dubai (UAE)	29/12/2025	2999 $
Online	05/01/2026	2299 $
Online	05/01/2026	2299 $
Dubai (UAE)	12/01/2026	2749 $
Dubai (UAE)	12/01/2026	2999$
Cairo (Egypt)	19/01/2026	2749 $
Online	19/01/2026	2299 $
Online	26/01/2026	2299 $
Muscat (Oman)	29/01/2026	2999 $
Dubai (UAE)	02/02/2026	2999 $
Muscat (Oman)	16/02/2026	2999 $
Online	16/02/2026	2299 $
Online	23/02/2026	2299 $
Dubai (UAE)	23/02/2026	2999 $
Online	02/03/2026	2299 $
Online	09/03/2026	2299 $
London (UK)	09/03/2026	3499 $
Dubai (UAE)	09/03/2026	2999$
Online	16/03/2026	2299 $
Istanbul (Turkey)	16/03/2026	2999 $
Dubai (UAE)	16/03/2026	2999 $
Online	23/03/2026	2299 $
Kuala Lumpur (Malaysia)	23/03/2026	4099$
Doha (Qatar)	23/03/2026	2999 $
Kuala Lumpur (Malaysia)	30/03/2026	4199$
Online	30/03/2026	2299 $
Dubai (UAE)	06/04/2026	2999$
Istanbul	06/04/2026	2749 $
Online	06/04/2026	2299 $
Dubai (UAE)	13/04/2026	2999$
Cairo (Egypt)	13/04/2026	2749 $
Online	20/04/2026	2299 $
Dubai (UAE)	27/04/2026	2999$
Online	27/04/2026	2299 $
London (UK)	27/04/2026	3499 $
Istanbul (Turkey)	04/05/2026	2749 $
Dubai (UAE)	04/05/2026	2999$
Kuala Lumpur (Malaysia)	11/05/2026	4099$
Online	11/05/2026	2299 $
Doha (Qatar)	11/05/2026	2999 $

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