Account Manager

Account Manager – Downstream Industrial Services (Hydroblasting & Vacuum Solutions)

HPC-Industrial, Powered by Clean Harbors

HPC-Industrial is seeking a results-driven, hunter-oriented Account Manager to aggressively grow our presence within the Downstream oil & gas sector , with a core focus on hydroblasting and industrial vacuum truck services . This role is accountable for capturing new business, displacing competitors, and expanding wallet share across refineries, petrochemical plants, and related downstream facilities.

The ideal candidate brings a proven ability to sell critical industrial cleaning services tied to plant maintenance, turnarounds, and operational uptime , and thrives in a highly competitive, field-driven sales environment.

Key Responsibilities

Relentless Business Development

• Identify, target, and win new downstream accounts within refineries, petrochemical plants, and chemical processing facilities
• Aggressively pursue and close opportunities involving:
• High-pressure & ultra-high-pressure hydroblasting
• Industrial vacuum services (wet/dry vac, sludge removal, hydro excavation)
• Tank cleaning, exchanger cleaning, line cleaning, and turnaround support
• Displace incumbent vendors through value-based selling, safety differentiation, and operational excellence
• Secure MSAs, turnaround contracts, and project-based work tied to maintenance cycles

Downstream Industry Expertise

• Position HPC Industrial as a critical partner for turnaround execution, maintenance reliability, and compliance-driven cleaning services
• Align service offerings with:
• Planned turnarounds and shutdowns
• Routine maintenance and reliability programs
• Regulatory and environmental compliance requirements
• Understand plant operations including process units, tanks, exchangers, and piping systems

Revenue Growth & Accountability

• Own and exceed aggressive revenue and margin targets tied to hydroblasting and vacuum services
• Build and maintain a high-value sales pipeline , focused on both project and recurring service work
• Expand existing accounts by increasing service scope, frequency, and bundled offerings

Strategic Account Management

• Build strong relationships with plant managers, turnaround managers, maintenance leaders, and procurement teams
• Conduct regular on-site visits, facility walkdowns, and pre-turnaround planning sessions
• Continuously identify gaps in current service delivery and upsell solutions

Operational Alignment

• Work closely with operations to ensure accurate job scoping, pricing, and execution
• Support turnaround planning, job walks, and bid development
• Ensure seamless coordination between sales, field crews, and customer stakeholders

Safety as a Competitive Advantage

• Lead with HPC’s 3-6-5 safety culture in every engagement
• Promote safe execution of high-risk services , including confined space entry, hydroblasting, and vacuum operations
• Reinforce safety as a key differentiator in winning and retaining business

Market Intelligence

• Track refinery and petrochemical turnaround schedules, capital projects, and maintenance cycles
• Identify early opportunities for pre-job planning and bid positioning
• Monitor competitor activity and continuously refine go-to-market strategy

Financial & Reporting Discipline

• Maintain strong pricing discipline to protect margins
• Assist with invoicing, collections, and revenue accuracy
• Track pipeline, forecasts, and sales activity metrics consistently

Qualifications

• Bachelor’s degree required
• 5+ years of industrial services sales experience within downstream (refining/petrochemical) markets strongly preferred
• Proven success selling hydroblasting, vacuum truck services, or related industrial cleaning services
• Demonstrated ability to win new business and displace competitors
• Strong understanding of refinery and plant operations, including turnaround environments
• Ability to sell into safety-critical, highly regulated environments
• Excellent communication, negotiation, and closing skills
• Knowledge of environmental and waste regulations is a plus
• Willingness to travel as required

Why Work for HPC Industrial?

• Safety-first culture — we live it 3-6-5
• Competitive compensation + strong incentive potential
• Comprehensive benefits starting after 30 days
• 401(k) with company match
• Employee Stock Purchase Plan (U.S. only)
• Paid training, tuition reimbursement, and career development
• Industry leader with strong operational and safety reputation

About HPC Industrial

• HPC Industrial, a Clean Harbors company, is North America’s premier provider of industrial cleaning and environmental services , with deep expertise in hydroblasting, vacuum services, and turnaround support . We help downstream customers maximize uptime, safety, and operational performance through reliable, high-impact service solutions.