Account Manager - Distributed Control Systems Sales

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.

Duties and Responsibilities:

The Systems Solutions Account Manager is responsible for promoting and developing opportunities across Emerson's automation portfolio, including:

• DeltaV™ Distributed Control Systems (DCS)


• DeltaV™ SaaS and Digital Transformation Solutions


• Control System Modernization and Migration Programs


• AspenTech™ Industrial Software


• Guardian™ Digital Lifecycle Services


• Asset Management and Reliability Solutions


• Advanced Process Control (APC)


• Batch Automation Solutions


• Industrial Cybersecurity Services


• Engineering, Commissioning, and Project Services


• Lifecycle Service Agreements and Resident Programs


• Operator Training and Simulation Solutions


• Integrated Operations and Performance Improvement Solutions

Duties and Responsibilities

• Develop and execute strategic account plans to expand Puffer’s/Emerson's presence within assigned accounts and achieve annual orders and revenue objectives.


• Identify, qualify, and pursue greenfield, brownfield, migration, modernization, and expansion opportunities involving DeltaV and related automation technologies.


• Build executive-level relationships with operations leaders, engineering managers, maintenance managers, plant managers, and corporate decision-makers.


• Serve as the primary commercial resource for customers by aligning Emerson solutions with their operational, reliability, safety, and business objectives.


• Develop value-based proposals and business cases that demonstrate measurable operational and financial benefits.


• Lead complex sales pursuits involving cross-functional resources, including systems engineering, project management, lifecycle services, proposal teams, and business leadership.


• Develop opportunities to replace or modernize competitive automation platforms installed within customer facilities.


• Position Emerson's DeltaV DCS platform against competing technologies including Honeywell Experion, ABB System 800xA, Yokogawa CENTUM, Siemens PCS7, Schneider Electric Foxboro, and Rockwell PlantPAx.


• Maintain detailed knowledge of customer operations, capital projects, maintenance strategies, production objectives, and digital transformation initiatives.


• Coordinate sales activities with distributors, system integrators, EPC firms, and other channel partners.


• Manage opportunities through the entire sales cycle, including prospecting, qualification, strategy development, proposal generation, negotiation, and contract award.


• Maintain accurate forecasting and opportunity management within the CRM platform.


• Support business unit growth initiatives, trade shows, customer events, seminars, and industry networking opportunities.


• Maintain regular presence at customer sites and corporate offices to strengthen relationships and identify emerging business opportunities.

QUALIFICATIONS

Education/Knowledge:

• BS/BA degree required in a discipline that supports a technical knowledge of the business.


• 7+ years of successful experience in industrial automation, process control, systems integration, technical sales, or automation engineering.


• Demonstrated success selling Distributed Control Systems (DCS), control system modernization projects, automation software, industrial digitalization solutions, lifecycle services, or engineering services.


• Experience working with or supporting process industries such as refining, chemicals, oil & gas, life sciences, power generation, food & beverage, mining, pulp & paper, or metals.


• Knowledge of leading DCS platforms including Emerson DeltaV, Honeywell Experion, ABB System 800xA, Yokogawa CENTUM, Siemens PCS7, Schneider Electric Foxboro, or Rockwell PlantPAx.


• Experience identifying and developing capital project opportunities with long sales cycles and multiple stakeholders.


• Strong understanding of automation project execution, control system lifecycle management, and operational technology environments.


• Experience working for an automation manufacturer, system integrator, EPC contractor, engineering firm, or industrial technology provider is highly preferred.

Preferred Backgrounds

Candidates with experience from the following organizations are preferred:

• Honeywell Process Solutions


• ABB Process Automation


• Yokogawa


• Siemens


• Schneider Electric / Foxboro


• Rockwell Automation


• Maverick Technologies


• Prime Controls


• Matrix Technologies


• TriCore


• Wood


• Fluor


• Burns & McDonnell


• Concept Systems


• ECS Solutions


• Other industrial automation system integrators and EPC organizations