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.
