Key Account Manager – Midstream Pipeline at Emerson

Job description

The Midstream Pipeline Key Account Manager will drive sales growth and manage strategic midstream pipeline accounts across the Americas. Reporting to the Director, Key Accounts for the Americas, this role focuses on building customer relationships, developing strategic account plans, and achieving revenue and sales objectives. The position will oversee opportunity pipeline management, pricing, forecasting, and resource alignment while collaborating with Application Engineering and cross-functional Emerson teams to deliver responsive technical support and actuation solutions that meet customer needs. Through solution selling, lifecycle opportunities, and strategic account development, the Key Account Manager will serve as the voice of the customer and help maximize business growth. The ideal candidate will bring strong sales and negotiation skills, strategic thinking, and excellent organizational and communication abilities. In this Role, Your Responsibilities Will Be: • 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. Who You Are: You readily action new challenges, without unnecessary planning. You build and deliver solutions that meet or exceed customer expectations. You understand internal and external stakeholder requirements, expectations, and needs. You build constructive relationships with people both similar and different to yourself. For This Role, You Will Need: • 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. Preferred Qualifications that Set You Apart: • 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 The preferred work location for this role is however, consideration will be given to select internal candidates who wish to perform the role from their current work location. Culture & Commitment to You At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives—because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive. Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams, working together are key to driving growth and delivering business results. We recognize the importance of employee wellbeing. We prioritize providing flexible, competitive benefits plans to meet you and your family’s physical, mental, financial, and social needs. We provide a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, 401(k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave. Learn more about our Culture & Values . #LI-AN1 Reporting to the Director, Key Accounts, for the Americas, the Key Account Manager (KAM), Midstream Pipeline accounts, is responsible for managing, growing, and strengthening strategic relationships with midstream pipeline end-user and operator accounts across the Americas. This role serves as the primary commercial interface between Emerson Actuation Technologies and assigned strategic midstream customers, ensuring customer satisfaction, profitable growth, executive alignment, and long-term account retention. The KAM will collaborate closely with sales, engineering, operations, supply chain, quality, product management, and other Emerson resources to deliver actuation solutions, manage commercial agreements, and drive new business opportunities across the full midstream market, including pipelines, gathering systems, processing, terminals, storage, compressor stations, and pump stations.

Requirements

Must-haves

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.
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.
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
Culture & Commitment to You
Learn more about our Culture & Values .

Nice-to-haves

The preferred work location for this role is however, consideration will be given to select internal candidates who wish to perform the role from their current work location.

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Keywords to mirror

api

Platform: oracle-cloud
Effort: medium

Benefits

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Dental

Vision

401(K)

Parental Leave