Account Manager - DCS Systems

Company Description:

For over 75 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 an Emerson Impact Partner, we offer a broad base of superior solutions including the top product lines for a given application. Our specialties at Puffer-Sweiven include:

• Pressure Management
• Isolation Valves & Actuation
• Control Valves & Regulators
• Process Control & Safety Systems
• Oil & Gas Automation– fiscal custody metering, controls, and SCADA
• Reliability Solutions & Services
• Specialty Pumps & Rotating Equipment
• Instrumentation
• Maintenance & Repair Services

Job Title: Account Manager - Systems and Reliability Solutions

Duties and Responsibilities:

• Identify, establish, and maintain business relationships with management level decision makers and other personnel who have influence in the decision process.
• Maintain a thorough understanding of the customer’s business, including; their products and processes, markets served, key customers, industry dynamics that effect the customer’s business and events that influence the customers profits.
• Maintain a thorough understanding of the customer’s business drivers and key objectives to support development of account strategies.
• Maintain a thorough knowledge and understanding of all Products and Services included in the assigned Company Business Unit portfolio.
• Identify and maintain accurate records of the customers’ organization and the politics that influence decision-making. Identify decision makers and others in the organization that have influence on these decision makers.
• Develop and maintain an account strategy that maximizes the business relationship for the Company, including crafting the value proposition that sustains the business relationship.
• Promote the high level “umbrella” or positioning, messages for the Company and the principals we represent to management level contacts in assigned accounts. These messages should directly influence the decision to purchase the Product and Service deliverables from the Company and the principals we represent.
• Provide regular status reports to Sales and Service Management of the progress on account objectives and other metrics established for assigned accounts.
• Secure new business for the Products and Services in the represented business unit.
• Support business unit and sales team initiatives and events as identified by the business unit manager.

QUALIFICATIONS:

Education/Knowledge:

• BS/BA degree required in a discipline that supports a technical knowledge of the business.
• Detailed knowledge of the sales process as applied at a management level with a history of success in using this process.
• Strong knowledge of the specific business and industry of the Company.

Experience/Skills:

• 7+ Years direct technical sales and marketing experience to large key accounts; 3- 5 years of successful technical sales within our industry or related markets.

COMPETENCIES:

• Strong written and oral communication skills, including presentation skills.
• Demonstrated ability to interface with and influence with senior level executives – Professionalism – Rapport/trust building skills.
• Strong prospecting/opportunity skills. Innovative in selling and servicing approach.
• Strong strategic thinker with solid technical skills.
• Solid interpersonal skills; specifically including engaged listening and acknowledging skills, as well as questioning and discovery skills.
• Team Player; good conflict management /consensus building skills.
• Problem solver. Uses good judgment and approaches opportunities strategically.
• Strong drive and initiative - motivated. Displays Win/Win Negotiating skills.
• Ability to manage customer expectations relative to deliverables and timeframes. Strong Customer Service Skills, including the ability to develop rapport and trust with customers.
• Strong Business Acumen. Recognizes complimentary solutions.
• Strong drive and initiative. Motivated. Displays Win/Win Negotiating skills.
• Good information management skills, including personal computer skills.
• Exhibits strong self-management skills including a high degree of professionalism and dependability.