John Wolfrom

Enthusiast
DISC Type : i

Energy Sourcing Manager at Air Products

West Chester, Pennsylvania, United States

Overview

John Wolfrom is an experienced Energy Sourcing Manager at Air Products, specializing in electricity and natural gas procurement for industrial facilities across North America. An MBA graduate from Cornell, he has managed annual energy spends of over $200 million and developed comprehensive risk management strategies.


Previously, John managed global aftermarket parts and service agreements for customer-owned oxygen and nitrogen production facilities.

Personality Overview

Optimistic

Story Driven

Amiable & Agreeable

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Energy Procurement
Manages industrial-scale electricity and natural gas supply contracts across North America, focusing on cost-effective and reliable supply.
Risk Management
Develops and implements strategic risk management policies for energy supply that align with overarching business objectives.
Demand Response Programs
Coordinates facility participation in demand response activities in major U. S. energy markets, including PJM, NYISO, and CAISO.

Media Appearances

John has no verified media appearances

Work History

3-2019
Energy Sourcing Manager at Air Products
12-2014 - 3-2019
Electricity and Fuels Category Manager at The Chemours Company
6-2014 - 12-2014
Energy Manager at Air Products
10-2012 - 6-2014
Senior Energy Analyst at Air Products
4-2011 - 10-2012
Global Account Manager - Customer Plant Support at Air Products

Education

2006 - 2008
MBA from Cornell Johnson Graduate School of Management
2000 - 2004
Bachelor of Science (B.S.) from Penn State University

More Information

Social Presence :

Prographics :

Exp : 18 Location : West Chester, Pennsylvania, United States Job Level : Middle Designation : Energy Sourcing Manager at Air Products
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Ask them how their day is going or exchange some other pleasantries
  • Compliment them about their personality if you get a chance

DONT's

  • Don’t be too formal with them, they trust informality more
  • Don't be critical or challenge them openly, they can react defensively
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from John

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will John move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can John take some risk or not?

  • They can take some low-probability risks if needed.

You And John

Personality Compatibility


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