Senior Strategic Account Manager – North America, Refining & Petrochemical, Process Analyzers

This is a fully remote position, open to applicants in United States, +2 more states.

📋 Description

• Responsible for the strategic management of online business accounts for PAC’s major North American clients, which include: Gulf Coast: ExxonMobil, Chevron Phillips Chemical, Marathon, Valero, Phillips 66, Motiva, Shell, Dow, LyondellBasell, CPChem, and key EPCs associated with these operators.

• Accountable for achieving annual bookings and revenue targets across the entire U.S. and Canada territory.

• Engage with executive-level clients, showcasing PAC’s unique technologies to senior leadership in refineries and petrochemical companies, while influencing long-term capital investment strategies.

• Strategically manage channel partners and sales representatives in every region, focusing on margin control, accountability for performance, and development of partner relationships.

• Maintain a disciplined approach to pipeline management and forecasting, ensuring accurate projections, a clean CRM funnel, and a rolling 12-month revenue forecast for a vast and diverse geographical area.

• Monitor turnaround and capital project developments by tracking North American turnaround schedules, capital expenditure announcements, project timelines, and EPC involvement.

• Position competitively against key analytical instrument competitors such as Grabner Instruments, Bartec, Process Insights, Thermo Fisher Scientific, and Eralytics.

• Represent PAC at significant industry forums and standards organizations, including ATC, ASTM, AFPM, and other pertinent regional and technical conferences throughout the U.S. and Canada.

⛳️ Requirements

• 12 to 20 years of experience in selling capital equipment or analytical instruments within the refining and petrochemical sectors, with a preference for background in process analyzers.

• Proven history of successfully closing capital projects ranging from hundreds of thousands to several million dollars.

• Established relationships at refineries and petrochemical facilities across North America, focusing on both technical and executive decision-makers; strong Gulf Coast connections are highly preferred.

• A Bachelor’s degree in Chemistry, Engineering, or a related technical field (required); an MS or MBA is strongly preferred.

• Comprehensive understanding of refinery operations, analyzer lifecycle management, and the capital-approval process within refineries.

• Strong executive presence, with the capability to influence VP-level stakeholders while advocating for technical solutions at both engineering and analyzer-house levels.

• Advanced skills in Excel, polished and persuasive PowerPoint abilities, and disciplined utilization of HubSpot CRM.

• A TWIC card is required or the ability to obtain one.

• Willingness and ability to travel up to 50–60% within the U.S. and Canada, with a home base on the Gulf Coast.

🏝️ Benefits

• Competitive base salary, aligned with a senior-level position.

• Variable compensation based on performance.

• 401(k) plan with immediate 100% vesting on company match.

• Comprehensive medical, dental, and vision insurance.

• Health Savings Account (HSA) options available.

• Employee Assistance Program (EAP).

• Educational reimbursement opportunities.

• Generous paid time off (PTO) policy.