Drives business development in the refining industry by identifying customers, managing strategic accounts, pursuing capital projects, and securing corporate agreements. Provides seller coaching, customer-specific training, and field mentoring. Acts as a refining subject matter expert by sharing market and technology knowledge internally, representing VEGA at conferences and customer events, and partnering with Marketing on industry campaigns and trade shows.
ESSENTIAL DUTIES AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Candidate must reside within Texas, preferably Houston.. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties may be assigned. Depending on assigned industry/responsibility, weighting of the following three categories will vary.
BUSINESS DEVELOPMENT – DRIVE (50%, growing to 80%)
- 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 (30%)
- 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 (20%)
- 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 Refining industry marketplace
- OR equivalent combination of education and experience
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