Senior Strategic Account Manager - North America (Refining & Petrochemical) Process Analyzers

PAC is a leading global provider of advanced analytical instruments for laboratory and process environments serving the hydrocarbon processing industries. Our customers—among the world’s largest refiners, petrochemical producers, and midstream operators—rely on PAC to deliver the technologies required to maintain regulatory compliance, optimize yields, and improve operational productivity.

PAC is seeking a senior sales account manager to own revenue growth across the full United States and Canada for on-line Process Analyzers in the refining and petrochemical market. This role is based on the Gulf Coast—the world’s largest and most complex refining and petrochemical corridor—and carries national scope, with concentrated focus on key refining hubs including the Gulf Coast (Texas, Louisiana, Mississippi, Alabama, and the Florida Panhandle), the U.S. Midwest and Great Lakes, the West Coast, the U.S. Mid-Continent, and Canadian markets including Alberta and Ontario.

This is a senior individual contributor role for a proven professional who brings established relationships with executive and technical decision-makers at major North American refiners and petrochemical producers, and who can convert those relationships into significant capital bookings immediately.

The individual hired will represent PAC directly to plant managers, operations directors, chief engineers, and procurement leadership, with credibility that translates seamlessly from control rooms to executive boardrooms.

• Strategic account ownership of the on-line business for PAC’s largest North American customers, including:
  • Gulf Coast: ExxonMobil, Chevron Phillips Chemical, Marathon, Valero, Phillips 66, Motiva, Shell, Dow, LyondellBasell, CPChem, and major EPCs supporting these operators
  • Midwest/Great Lakes: BP Whiting, Marathon, PBF Energy, and regional petrochemical producers
  • West Coast: Chevron, PBF, Valero, and Pacific Rim-oriented refiners
  • Canada: Imperial Oil, Suncor, Shell Canada, Dow Chemical Canada, and major Alberta and Ontario operators

• Quota responsibility for annual bookings and revenue across the full U.S. and Canada territory
• Executive-level customer engagement, positioning PAC’s differentiated technologies with senior refinery and petrochemical leadership and influencing multi-year capital investment plans
• Strategic management of channel partners and sales representatives across all regions, including margin management, performance accountability, and partner development
• Pipeline rigor and forecasting discipline, maintaining accurate projections, a clean CRM funnel, and a rolling 12-month revenue outlook across a large, geographically diverse territory
• Turnaround and capital project intelligence, tracking North American turnaround schedules, capex announcements, project timing, and EPC engagement
• Competitive positioning against relevant analytical instrument competitors, including: Grabner Instruments, Bartec, Process Insights, Thermo Fisher Scientific, and Eralytics
• PAC representation at key industry forums and standards bodies, including: ATC, ASTM, AFPM, and other relevant regional and technical conferences across the U.S. and Canada

• 12–20 years of experience selling capital equipment or analytical instrumentation into refining and petrochemical markets, with preference for process analyzer experience
• A demonstrated track record closing multi-hundred-thousand to multi-million-dollar capital projects
• Established, named relationships at refineries and petrochemical plants across North America at both technical and executive decision-making levels; Gulf Coast relationships strongly preferred as a foundation
• Bachelor’s degree in Chemistry or Engineering, or a related technical discipline (required); MS or MBA strongly preferred
• Deep working knowledge of refinery operations, analyzer lifecycle management, and the refinery capital-approval process
• Strong executive presence, with the ability to influence VP-level stakeholders while defending technical solutions at the engineering and analyzer-house level
• Advanced proficiency in Excel, polished and persuasive PowerPoint skills, and disciplined use of HubSpot CRM
• TWIC card required, or ability to obtain
• Ability and willingness to travel up to 50–60% across the U.S. and Canada, with home base on the Gulf Coast