Account Manager - Reliability Solutions

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 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:

• 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 relationships with reliability, maintenance, operations, engineering, and management personnel who influence machine reliability and capital spending decisions.


• Maintain a thorough knowledge of Reliability Solutions products, services, and strategic partner offerings, while understanding broader Distributed Control Systems (DCS) portfolio opportunities.


• Identify and maintain accurate records of the customers’ organization and the personnel 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.


• Identify opportunities to improve customer asset reliability through machinery protection, condition monitoring, predictive maintenance, and reliability program initiatives.


• 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 represented within the business unit portfolio


• Support business unit and sales team initiatives and events identified by your manager.

Education/Knowledge/Experience:

• BS/BA degree in a technical discipline to support the technical knowledge of the business.


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


• Knowledge and experience with machinery protection systems, condition monitoring technologies, API 670 applications, vibration analysis, predictive maintenance programs, and reliability services supporting critical rotating equipment.


• Understanding of industrial automation, rotating equipment, machinery protection, condition monitoring, and asset reliability technologies used throughout the asset lifecycle.


• Experience selling and supporting Reliability Solutions for rotating equipment and critical assets, including machinery protection systems, condition monitoring, vibration analysis, startup and commissioning services, and lifecycle support. Demonstrated ability to communicate the business value of reliability programs through improved asset availability, reduced maintenance costs, and enhanced operational performance.

COMPETENCIES:

• Strong written and oral communication skills, including presentation skills.


• Demonstrated ability to establish trust and credibility with senior level executives in a professional manner that invites discussion around customer challenges and potential solutions.


• Strong prospecting/opportunity skills.  Innovative in selling and servicing approach.


• Strong strategic thinker with solid technical skills.


• Solid interpersonal skills; specifically listening and acknowledgement skills. This would include strong discovery/questioning 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.


• Good information management skills, including personal computer skills.


• Exhibits strong self-management skills including a high degree of professionalism and dependability.