Territory Account Manager

About the role

The Account Manager is responsible for developing, managing, and growing strategic customer relationships within the Refining, Mining, and Power Generation markets across Montana. This role focuses on delivering Emerson automation, valve, instrumentation, and service solutions that improve plant reliability, safety, regulatory compliance, and operational efficiency in highly demanding, asset-intensive environments.

Responsibilities

• Own and grow key customer relationships at refineries, mines, power plants, and related facilities.
• Engage with plant managers, reliability engineers, maintenance leaders, and project teams to understand operational priorities and constraints.
• Build long-term partnerships focused on uptime, safety, environmental compliance, and total cost of ownership.
• Conduct regular site visits to assess installed base, maintenance strategies, and improvement opportunities.
• Drive revenue growth within existing accounts while identifying new opportunities across the Utah territory.
• Develop and execute strategic account plans aligned to customer capital projects, turnarounds, and maintenance cycles.
• Identify opportunities for valves, regulators, instrumentation, control systems, digital solutions, and services.
• Prepare and present commercial proposals, negotiate pricing, and close business while maintaining margin discipline.
• Apply deep understanding of Refining, Mining, and Power processes, including:
• High-pressure and high-temperature applications
• Critical control valves and safety systems
• Environmental and emissions-related applications
• Reliability-centered maintenance and asset management
• Collaborate with internal engineers, service teams, and technical specialists to deliver technically sound, compliant solutions.
• Support outage planning, capital projects, retrofits, and modernization initiatives.
• Promote lifecycle services including diagnostics, repairs, upgrades, and reliability programs.
• Internal Coordination & Emerson Alignment
• Act as the commercial lead coordinating engineering, service, project management, and Emerson factory resources.
• Maintain accurate CRM data, sales forecasts, and opportunity pipelines.
• Participate in Emerson partner training, safety programs, and industry initiatives.
• Represent the company professionally at customer sites, industry events, and trade shows.

Requirements

• Bachelor’s degree in Engineering, Business, or related field or equivalent industrial sales experience.
• 5+ years of experience in industrial sales, account management, or technical selling.
• Experience supporting Refining, Mining, Power Generation, or heavy industrial customers.
• Strong understanding of valves, instrumentation, automation, or process control systems.
• Proven ability to manage complex accounts and long sales cycles.
• Valid driver’s license and ability to travel within Utah and surrounding regions.

Qualifications

• Preferred Experience selling Emerson products or working with an Emerson Impact Partner.
• Familiarity with refinery operations, mining processes, or power plant systems.
• Knowledge of safety standards, environmental regulations, and reliability programs.
• Strong mechanical aptitude and comfort working in industrial plant environments.

Skills

• Consultative and value-based selling
• Strategic account planning
• Techical problem solving
• Relationship building at multiple organizational levels
• Time and territory management
• Safety awareness and professionalism in industrial environments

Benefits

• Competitive base salary plus performance-based incentive compensation
• Company vehicle or vehicle allowance
• Comprehensive benefits package (medical, dental, vision, life and disability insurances, 401K with an employer match)
• Extensive training through Emerson and partner programs
• Exposure to complex, mission-critical industrial applications
• Long-term career growth within a stable, industry-leading organization

Working Conditions

• Overnight travel is required in the territory and for factory training.
• Travel may include driving up to 5 hours per day.
• Position requires regular carrying of a laptop computer and occasionally carrying demonstration equipment/products.
• Occasional plant visits including the use of Personal Protective Equipment.

Compensation and Benefits

• We offer a competitive compensation package with the opportunity to earn between $130,000 and $150,000 in cash compensation, with a mix of fixed and variable pay at plan.
• Prior work or industry experience as well as job-related education and unique skills will be taken into consideration when setting the wage rate.
• Other Variable Compensation: Eligible for additional incentive compensation including a quarterly sales bonus, an annual sales escalation payment, and an annual profit share.
• Benefits offered include: Medical, dental, vision, life and disability insurances, 401K with an employer match, generous PTO plan starting at 16 days of PTO and increases with service, a 9/80 work schedule that provides for 26 additional weekdays off each year.

About the Company

Applied Control is a leading process technology provider located in Englewood, CO. We specialize in developing innovative solutions for essential industries such as oil & gas, refining, life science, mining, chemical, food & beverage, and alternative fuels. As an Emerson Impact Partner, we offer a wide range of tools, services, and technologies within and beyond Emerson's portfolio. Our team is factory-trained on all the products and technologies we represent and we maintain extensive inventories of high-quality equipment. We are dedicated to providing excellent support and service to our customers, ensuring their operations run smoothly.