Job DescriptionJob Description
Company Description:
For over 75 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 an Emerson Impact Partner, 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:
* Identify, establish, and maintain business relationships with management level decision makers and other personnel who have influence in the decision process.
* Maintain a thorough understanding of the customer’s business and introduces Puffer’s offerings in Systems and Reliability Services, which include DCS and SIS platforms, Process Software and Reliability Solutions such as monitoring systems.
* Responsible for introducing Process Optimization Solutions to customer base, with a focus in designing Engineered Solutions.
* Maintain a thorough knowledge and understanding of all Products and Services included in the Systems and Reliability Solutions portfolio.
* Identify and maintain accurate records of the customers’ organization and the politics that influence decision-making. Identify decision makers and others in the organization that have influence on these decision makers.
* Develop and maintain an account strategy that maximizes the business relationship for the Company, including crafting the value proposition that sustains the business relationship.
* Promote the high level “umbrella” or positioning, messages for the Company and the principals we represent to management level contacts in assigned accounts. These messages should directly influence the decision to purchase the Product and Service deliverables from the Company and the principals we represent.
* Provide regular status reports to Sales and Service Management of the progress on account objectives and other metrics established for assigned accounts.
* Secure new business for the Products and Services in the represented in the business unit portfolio.
* Support business unit and sales team initiatives and events identified by your manager.
QUALIFICATIONS:
Education/Knowledge:
* BS/BA degree required in a discipline that supports a technical knowledge of the business.
* Detailed knowledge of the sales process as applied at a management level with a history of success in using this process.
* Knowledge and experience in Process Automation including Hardware, software and services deployed on a successful project.
Experience/Skills:
* 7+ Years direct technical sales and marketing experience in Equipment Reliability Solutions and Process Optimization Software to large key accounts.
* Comprehensive understanding of process automation platforms and support required to maintain and enhance these platforms throughout their lifecycle.
* Experience with Emerson Distributed Control Systems and Safety Instrument Systems, or competing products is desirable.
COMPETENCIES:
* Strong written and oral communication skills, including presentation skills.
* Demonstrated ability to establish trust and credibility with senior level executives in a professional manner that invites discussion around customer challenges and potential solutions.
* Strong prospecting/opportunity skills. Innovative in selling and servicing approach.
* Strong strategic thinker with solid technical skills.
* Solid interpersonal skills; specifically listening and acknowledgement skills. This would include strong discovery/questioning skills.
* Team Player; good conflict management /consensus building skills.
* Problem solver. Uses good judgment and approaches opportunities strategically.
* Strong drive and initiative - motivated. Displays Win/Win Negotiating skills.
* Ability to manage customer expectations relative to deliverables and timeframes. Strong Customer Service Skills, including the ability to develop rapport and trust with customers.
* Strong Business Acumen. Recognizes complimentary solutions.
* Strong drive and initiative. Motivated. Displays Win/Win Negotiating skills.
* Good information management skills, including personal computer skills.
* Exhibits strong self-management skills including a high degree of professionalism and dependability.
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