Industry Sales Specialist - Refining

This position is based in Houston, TX and will have ~50% overnight travel.  

ESSENTIAL DUTIES AND RESPONSIBILITIES

BUSINESS DEVELOPMENT – DRIVE

• Identify, vet, and develop new customers in assigned industry. Establish relationships, identify opportunities, and leverage local seller when appropriate.
• Establish relationships with key corporate accounts in assigned industry (end users, EPCs, OEMs, integrators, etc.) to leverage past business at specific sites, establish new business, and/or secure VEGA’s position on AVLs.
• Serve as account manager for important customers as appropriate. This may take the form of national account manager for global agreement customers, regional sales manager for industry-focused reps, or other forms as needed.
• Identify and pursue large capital project business (as applicable/assigned). Establish customer relationships, partner with the Global Projects group, and leverage/lead internal resources to win business.
• Manage accounts and sales activities in accordance with established company policies and procedures through regular use of the customer relationship management (CRM) system, TopVis.

SELLER DEVELOPMENT – SUPPORT

• Work with Sales Management to identify sellers needing coaching/mentoring in assigned industry.
• Provide on-the-job training for sellers on customer-specific needs, applications, technology, instruments, sales tactics, etc.
• Visit customers with target sellers; observe seller’s approach and offer ideas on how to improve.

SUBJECT MATTER EXPERT – INFORM

• Grow and share internally an understanding of assigned industry customers, competitors, business needs, applications, measurement technology effectiveness, etc. Sharing may take the form of formal/informal training, social media, information exchange meetings, etc.
• Position VEGA as a technology leader externally by speaking at conferences, customer meetings, and customer training seminars; publishing social media content; writing white papers; etc.
• Develop and work with Marketing to implement plans related to industry-specific trade shows, conferences, marketing materials, etc.

 

EDUCATION and/or EXPERIENCE

Bachelor’s Degree

AND two to four years of experience in the process instrumentation marketplace in the refining industry  

OR equivalent combination of education and experience