Account Manager - EPC Systems

Company Description:

For over 80 years, Puffer-Sweiven has set the standard in equipment and services for process control, automation, safety, and reliability. We help process-intensive facilities run more efficiently and safely by delivering quality products, technical support, and knowledgeable staff to implement the needed process solutions — with the goal of exceeding customer expectations. Our dedication brings the most advanced products and services to our customers throughout the Central and Gulf Coast regions of Texas.

Specialties:

As a local Impact Partner of Emerson, we offer a broad base of superior solutions including the top product lines for a given application. Our specialties at Puffer-Sweiven include:

• Process Control & Safety Systems
• Control Valves & Regulators
• Isolation Valves & Actuation
• Oil & Gas Automation
• Reliability Solutions & Services
• Pressure Management
• Specialty Pumps & Rotating Equipment
• Instrumentation
• Maintenance & Repair Services

DUTIES AND RESPONSIBILITIES

• Identify, establish, and maintain business relationships with management-level decision makers and other personnel who have influence in the decision-making process.
• Maintain a thorough understanding of the customer's business, including their products and processes, markets served, key customers, industry dynamics that affect the customer's business, and events that influence profitability and growth.
• Maintain a thorough understanding of the customer's business drivers and key objectives to support development of account strategies and project pursuit plans.
• Maintain a thorough knowledge and understanding of all products and services included in the assigned Company and Emerson Systems portfolio.
• Identify and maintain accurate records of the customer's organization and the political dynamics that influence decision making.
• Develop and maintain account strategies that maximize the business relationship for the Company.
• Identify, qualify, and develop strategic project opportunities with EPCs, engineering firms, and key accounts.
• Develop and execute pursuit strategies for major capital projects, modernization initiatives, expansion projects, and greenfield opportunities.
• Establish and maintain relationships with executive leadership, engineering management, project teams, operations personnel, procurement organizations, and other key project stakeholders.
• Coordinate and lead pursuit activities involving multiple Emerson business units to maximize overall Emerson content on project opportunities.
• Collaborate with Emerson Strategic Global Project Pursuit teams and other strategic resources to support major project pursuits and targeted growth initiatives.
• Serve as a liaison between customers, Emerson business units, Company resources, and project pursuit teams.
• Coordinate sales, technical, and service resources supporting assigned accounts and project opportunities.
• Provide regular status reports to Sales and Service Management.
• Secure new business for the products and services within the represented business unit.
• Support business unit and sales team initiatives and events as identified by management.
• Follow safe work procedures and Company safety policies and procedures.
• Performs related duties as required.

QUALIFICATIONS

Education/Knowledge

• Bachelor's degree in Engineering, Business, Industrial Technology, or related discipline required.
• Knowledge of industrial automation, process control systems, and solution-based selling methodologies.
• Knowledge of EPC business models, capital project execution processes, and project development lifecycles preferred.
• Proficiency with Microsoft Office applications and CRM tools.

Experience/Skills

• Minimum of seven (7) years of technical sales, account management, business development, or project pursuit experience within industrial automation, process control, or related industrial markets.
• Minimum of three (3) years of experience supporting End Users, EPCs, engineering firms, or large industrial accounts.
• Experience supporting strategic project pursuits involving EPCs, End Users, or large capital projects.
• Experience developing and managing opportunities involving multiple stakeholders and project-based sales cycles.
• Experience identifying, qualifying, and pursuing capital projects, expansion projects, modernization projects, or other strategic industrial opportunities.
• Experience coordinating activities among multiple internal departments, business units, suppliers, or project teams.
• Ability to analyze customer business objectives and develop account or pursuit strategies aligned with those objectives.
• Valid driver's license and ability to travel as required.