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 a local Impact Partner of Emerson, 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:
Strategic Account Leadership
- Develops and maintains a clear vision for the desired customer-supplier relationship.
- Maintains current knowledge of the customer’s business trends, priorities, challenges, initiatives, investment direction, and decision processes.
- Leads development of one integrated account strategy through which Puffer and Emerson contribute to customer success.
- Coordinates and supports execution of account-team strategies, initiatives, commitments, and corrective actions across business units and enabling functions.
- Engages Puffer and Emerson executives with a defined purpose to support strategic alignment, access, issue resolution, and assigned sponsor actions.
- Works with customers and the account team to establish relevant KPIs, baselines, expected outcomes, evidence sources, and measures of delivered value.
- Creates and maintains a current, evidence-based account strategy and documented account plan for every assigned account.
- Recommends and negotiates price structures and other agreement terms within established approval authorities.
- Creates and identifies business opportunities in conjunction with sales teams, including opportunities across sites, business units, applications, products, and services.
- Facilitates implementation of the Puffer sales-pursuit process with the sales team but does not lead individual pursuits unless separately assigned.
- Contributes to assigned objectives for profitable growth, qualified strategic pipeline, account penetration, customer value, strategic position, and project or initiative completion.
Customer Relationships & Engagement
- Demonstrates a consistent commitment to helping customers make their businesses successful.
- Develops and maintains a broad, relevant decision network that includes executive sponsors, economic buyers, budget owners, technical and operational leaders, procurement, and other stakeholders.
- Gains a deep understanding of the customer’s business and aligns Puffer and Emerson resources to the customer’s priorities and expected outcomes.
- Understands and documents the customer’s culture, policies, procedures, communication preferences, stakeholder roles, and decision-making and approval processes.
- Facilitates agreement negotiations by coordinating legal representation and appropriate Puffer and Emerson executives within existing authority.
QUALIFICATIONS
Education/Knowledge
- BS/BA degree required in a discipline that supports a technical knowledge of the business, MBA preferred.
- Extensive knowledge of industries served including LNG, Oil & Gas, Petrochemical, and/or Refining. Understanding of factors that impact business success in these industries is critical.
Experience/Skills
- 7+ Years direct technical sales and marketing experience to large key accounts.
- 3- 5 years of successful technical sales within the process automation or related markets.
COMPETENCIES
- Excellent communication skills with people at all levels of Puffer, Emerson, and customer organizations.
- Strong executive presence and ability to engage executives purposefully while building effective relationships throughout the customer’s broader decision network.
- Strong business acumen and ability to manage strategic vision and purpose in B2B relationships.
- Ability to create and execute integrated account strategies and maintain current, evidence-based account plans, stakeholder maps, action logs, and value measures.
- Ability to position differentiated solutions and develop, document, validate, and communicate relevant customer value and Quantified Business Results.
- Ability to map and navigate complex decision networks, funding pathways, technical standards, approval processes, and implementation ownership.
- Ability to influence, align, and motivate sales, business-unit, executive, technical, service, commercial, legal, and financial stakeholders without direct authority.
- Analytical discipline to establish baselines, select meaningful KPIs, interpret leading and lagging indicators, and distinguish activity from measurable impact.
- Consistent follow-through, evidence quality, action closure, and clear written and verbal progress reporting.
