Senior Technical Sales Specialist – On-Line Process, Octane & Fuels

This is a fully remote position, open to applicants in Texas.

📋 Description

• Responsible for individual quotas related to PAC’s Process Analyzers; focusing on octane and fuels product lines globally, across all major refining and fuels markets.

• Take strategic ownership of PAC’s most critical online fuels analyzer opportunities worldwide, including new capital placements, online analyzer modernizations, and multi-unit, multi-site standardization programs within international refining groups and national oil companies.

• Partner at an executive level with regional Sales Managers across the Americas, EMEA, and Asia-Pacific, acting as the senior subject-matter expert for all strategic octane and fuels initiatives globally.

• Provide customer-facing technical thought leadership on a global scale, including presentations at ATC, ASTM committees, API forums, IP (Energy Institute), and customer technology reviews worldwide.

• Engage in international customer seminars, regional workshops, and PAC global technical events.

• Develop and execute demo strategies, including managing and effectively utilizing PAC’s Houston Applications Lab and European demo assets for octane and fuels technologies.

• Own competitive positioning and win-rate against key fuels-analysis competitors globally, such as CFR Engines, Grabner Instruments, Bartec, Process Insights, Thermo Fisher Scientific, and Eralytics.

• Gather market and product intelligence across global regulatory environments and fuel-specification regimes, providing direct input into PAC’s octane and fuels roadmap and influencing decisions on next-generation platforms and methods.

• Maintain CRM rigor and commercial discipline across a global opportunity pipeline, including accurate forecasting by region, clean install-base and method-coverage records, and reporting on product attach rates, upgrades, and portfolio penetration within fuels accounts worldwide.

⛳️ Requirements

• 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, demonstrating depth in octane and fuels analysis; prior international sales or business development experience strongly preferred.

• A proven 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 various geographies.

• Extensive practical knowledge of ASTM fuels methods, including but not limited to: D2699 / D2700 (RON / MON), D86 (Distillation), D5191 (Vapor Pressure), D613 (Cetane).

• Familiarity with QC workflows, lab operations, and compliance drivers across multiple regulatory regimes (U.S., EU, Middle East, Asia-Pacific).

• Established relationships with fuels QC, laboratory, and engineering leadership at major refiners, national oil companies, and fuel blenders across several global regions.

• Prior experience presenting at ASTM, API, AFPM, IP (Energy Institute), or similar 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.

• Willingness and ability 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.

• Valid 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) is a plus.

🏝️ Benefits

• Competitive base salary, aligned 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).