Business Development Manager - Petroleum Analyzer Company L.P.

Who We Are

PAC is a leading global provider of advanced analytical instruments for laboratories and process environments in hydrocarbon processing industries. Customers choose PAC's instruments to provide the cutting-edge technology required to maintain regulatory compliance and to improve productivity.

Your Role

You are a self-starter based in the greater Houston area and will be responsible for revenue growth primarily in, but not limited to, the midstream and downstream sectors of the oil and gas industry through direct customer sales and management of distribution/channel partners. Experience in the upstream sector is a plus. You will be expected to drive new business through direct sales calls on channel partners, system integrators, packagers and refinery/petrochem end users. A strong technical aptitude is a must and an understanding of analyzers as well as the customers in the North America energy market is required.

• Meet/Exceed annual regional sales targets
• Maintain current customer relationships and identify opportunities for growth
• Develop new customers through direct sales calls with channel partners
• Increase revenue and margin level for each representative and distribution product in the portfolio
• Analyze and control expenditures to conform to budgetary requirements
• Recommend product modifications and standardizations to eliminate unprofitable items
• Anticipate and analyze customer (current and future trends) needs, industry market segment trends
• Execute market and segment growth strategy
• Conduct territory data analysis
• Implement project and opportunity forecasting
• Launch new products in the territory
• Provide information and intelligence for new products and solutions
• Provide customer and channel relationship management
• Introduce the PAC portfolio to potential customers and channel partners
• Develop new sales areas/markets and improve sales through various methods
• Research the latest in the business industry and creating new opportunities to expand business
• Develop a strong understanding of company products or services as well as business position and competition to keep business competitive
• Develop a thorough understanding of current and future needs of the customer base and execute a sales strategy
• Negotiate contracts
• Manage communication between internal teams and the customer
• Plan and present reports on KPI's to include funnel, bookings, revenue, and forecasts
• Analyze customer data to provide enhanced customer relationships
• Identify process improvement opportunities to create an improved customer experience
• Prepare reports of business transactions and maintain expense account accuracy
• Attend trade shows
• Provide commercial leadership within the North America market

Market Expertise

• Develop market expertise with an understanding of the customer's scientific, business/workflow, and economic needs/drivers as it relates to PAC products and markets
• Understand competitors' products and services to better position PAC's differentiated solutions
• Provide input to define service, training, and support products that increase PAC's value and revenue opportunities
• Continuously provide market and competitive feedback to Product Management

QUALIFICATIONS:

Education & Experience:

• A minimum of a bachelor's degree in instrumentation / electronic engineering or other related technical degree.
• Candidate must also have 15+ years of experience working in on-line analytical instrumentation sales in the oil and gas industry and/or experience in the management, design, specification, qualification, installation, maintenance, or service of on-line instrumentation in the oil and gas industry.
• The candidate will possess a significant network of contacts and/or book of business in oil and gas, with a focus on the mid and downstream sectors.
• Additional degrees, work-related coursework or certifications a plus.

Other Skills:

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Should possess advanced skills in MS Excel and be proficient in MS Word and PowerPoint. Experience with a CRM system is preferred.

Travel:

• Significant domestic travel (30%-40% overnight) will be required. Customer visits will consist of both customer office and site visits.
• Occasional international travel may be required for company meetings or training.

Benefits:

• Our benefits are designed to help you move forward in your career, and in areas of your life outside of work. From health and wellness benefits, 401(k) Savings Plan, paid time off, and tuition assistance, we've got you covered with our total rewards package.

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Privacy

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PAC is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.