Senior Technical Sales Specialist - On-Line Process Octane & Fuels (Global)

Job Description

Job Description

Who We Are

PAC is a leading global provider of advanced analytical instruments for laboratory and process environments serving the hydrocarbon processing industries. Our customers—among the world’s largest refiners, petrochemical producers, and midstream operators—rely on PAC to deliver the technologies required to maintain regulatory compliance, optimize yields, and improve operational productivity.

Summary

PAC is hiring a senior, quota-carrying Technical Sales Specialist to lead growth of our on-line octane and fuels Process Analyzer portfolio on a global basis. This portfolio includes Octane analysis systems, distillation, vapor pressure, cetane, and other related on-line fuels-characterization Process technologies.

This is not a pre-sales or applications-support role. It is a senior commercial position for a subject-matter authority who can own the most complex fuels discussions in the industry, lead strategic customer engagements across multiple continents, and close high-value capital equipment opportunities worldwide.

The individual hired will step into PAC’s largest and most technically demanding on-line fuels opportunities globally—spanning the Americas, Europe, the Middle East, Asia-Pacific, and Africa—with an established reputation and the credibility to present PAC’s Process Analyzer portfolio, including octane and fuels strategy directly to refinery leadership, quality control management, Process control, Engineering and corporate technology organizations. The role is based on the U.S. Gulf Coast or in Western Europe, reflecting PAC’s two largest centers of fuels market activity.

What You’ll Own

• Individual quota responsibility for PAC’s Process Analyzers; octane and fuels product lines globally, across all major refining and fuels markets

• Strategic ownership of PAC’s most significant on-line fuels analyzer opportunities worldwide, including:
  • New capital placements
  • On-line analyzer modernizations
  • Multi-unit and multi-site standardization programs across international refining groups and national oil companies
• Executive-level partnership with regional Sales Managers across the Americas, EMEA, and Asia-Pacific, serving as the senior subject-matter expert on all strategic octane and fuels pursuits globally
• Customer-facing technical thought leadership on a global stage, including:
  • Presentations at ATC, ASTM committees, API forums, IP (Energy Institute), and customer technology reviews worldwide
  • Participation in international customer seminars, in-region workshops, and PAC global technical events
• Demo strategy and execution, including ownership and effective use of PAC’s Houston Applications Lab and European demo assets for octane and fuels technologies
• Competitive positioning and win-rate ownership against key fuels-analysis competitors globally, including: CFR Engines, Grabner Instruments, Bartec, Process Insights, Thermo Fisher Scientific, and Eralytics
• Market and product intelligence across global regulatory environments and fuel-specification regimes, providing direct input into PAC’s octane and fuels roadmap and influencing next-generation platform and method-support decisions
• CRM rigor and commercial discipline across a global opportunity pipeline, including:
  • Accurate opportunity forecasting by region
  • Clean install-base and method-coverage records
  • Reporting on product attach rates, upgrades, and portfolio penetration within fuels accounts worldwide

What You’ll Bring

• Bachelor’s degree in Chemistry, Engineering, or a related technical discipline (required); MS or MBA strongly preferred

• 12–20 years of experience in analytical instrument sales or applications within refining, fuels, or petrochemical markets, with demonstrated depth in octane and fuels analysis; prior international sales or business development experience strongly preferred

• A documented track record of closing complex, multi-hundred-thousand-dollar capital projects with refiners, national oil companies, independent labs, or fuel blenders pipeline and terminal operators across multiple geographies

• Deep practical knowledge of ASTM fuels methods, including but not limited to:

o D2699 / D2700 (RON / MON)

• D86 (Distillation)
• D5191 (Vapor Pressure)
• D613 (Cetane)
• QC workflows, lab operations, and compliance drivers surrounding them across multiple regulatory regimes (U.S., EU, Middle East, Asia-Pacific)

• Established, named relationships with fuels QC, laboratory, and engineering leadership at major refiners, national oil companies, and fuel blenders across multiple global regions
• Prior experience presenting at ASTM, API, AFPM, IP (Energy Institute), or comparable international technical and industry forums strongly preferred
• Proficiency with IFS or other Oracle-based ERP systems, advanced Excel skills, polished PowerPoint capabilities, and disciplined CRM usage
• Ability and willingness to travel extensively on a global basis (up to 50%), including regular travel across North America, Europe, the Middle East, Asia-Pacific, and other international markets
• Passport and ability to obtain relevant international travel documentation; TWIC card required or ability to obtain
• Fluency in English required; proficiency in additional languages (Spanish, Arabic, German, French, or Mandarin) a plus

Core Competencies

Action Oriented · Collaborates · Communicates Effectively · Customer Focus · Drives Results · Instills Trust · Nimble Learning · Persuades · Resourcefulness · Self-Development

Compensation & Benefits

• Competitive base salary, commensurate with a senior-level hire

• Performance-based variable compensation
• 401(k) with immediate 100% vesting on company match
• Medical, dental, and vision insurance
• Health Savings Account (HSA)
• Employee Assistance Program (EAP)
• Educational reimbursement
• Competitive paid time off (PTO)

Join PAC and be part of a team that values innovation, technical excellence, and customer success. If you’re ready to make an impact, we’d love to hear from you.

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PAC is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.