Key Account Manager – Midstream Pipeline

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales

In short

Drive sales growth and manage strategic midstream pipeline accounts across the Americas as a Key Account Manager. Responsibilities include building customer relationships, developing strategic account plans, achieving revenue targets, and collaborating with internal teams to deliver solutions. Requires a BS/BA degree and 7+ years of experience in the process industry with 5+ years in technical sales.

Responsibilities

Own and manage a defined portfolio of strategic midstream pipeline end-user accounts, serving as the primary commercial relationship owner.
Develop and execute strategic account plans to achieve annual sales targets, drive revenue and margin growth, strengthen executive relationships, and improve long-term customer retention.
Forecast weekly, monthly, and annual demand; maintain accurate opportunity funnels; and provide customer insights to support sales planning and S&OP processes.
Lead pricing strategies, commercial negotiations, contract renewals, and value-based selling initiatives in alignment with company objectives and margin requirements.
Partner with Subject Matter Experts (SMEs), product teams, engineering, and field resources to develop actuation solutions, support technical evaluations, and address customer-specific pipeline applications.
Identify, develop, and secure major project and lifecycle opportunities within assigned accounts, ensuring strategic opportunities are properly covered, positioned, and advanced to win.
Act as the voice of the customer within Emerson, communicating strategic priorities, operational needs, competitive intelligence, and growth opportunities to internal stakeholders.
Monitor midstream market trends, customer investment strategies, competitive activity, infrastructure development, and industry dynamics relevant to pipeline and actuation applications.
Identify opportunities for product expansion, cross-selling, lifecycle services, installed-base development, and Emerson Actuation Technologies solutions across assigned midstream accounts.

Requirements

BS/BA Degree preferably in Engineering or Marketing or equivalent years of experience
7 or more years in the process industry with the ability to understand valve and actuation applications or related level of understanding of fluid mechanics and electro-mechanical equipment
5 or more years sales experience, in a technical sales environment
Proven experience managing strategic end-user accounts and/or long-term key accounts.
Excellent negotiation, communication, and relationship-building skills.
Legal Authorization to work in the United States - visa sponsorship will not be provided for this role.

Desired Qualifications

Midstream pipeline industry experience and/or knowledge of pipeline valve and actuation applications
CRM and forecasting system experience (e.g., Oracle CRM)
Knowledge of ASME, ANSI, and API standards
Familiarity with pipeline industry standards and practices

Benefits

Medical insurance plans
Dental and vision coverage
Employee Assistance Program
401(k)
Tuition reimbursement
Employee resource groups
Recognition
Flexible time off plans
Paid parental leave (maternal and paternal)
Vacation and holiday leave

Skills

SalesNegotiationRelationship buildingForecastingCRMOracle CRMASMEANSIAPI

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About Emerson

Emerson is a leading global technology, software, and engineering company providing innovative solutions for customers in industrial and commercial markets. We help customers in the world’s most essential industries solve the biggest challenges of modern life. Every day, our global workforce fulfills our unified Purpose and lives out the Values we hold close as an organization: Integrity, Safety & Quality, Support Our People, Customer Focus, Continuous Improvement, Collaboration, and Innovation. Across the globe, we are united by a singular Purpose: We drive innovation that makes the world…

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