Account Manager - Industrial Automation

Equipment & Controls, Inc. is a successful and innovative Emerson Impact Partner. ECI provides an entrepreneurial opportunity for each employee to achieve our common mission of Delivering Successful Customer Outcomes 100% of the Time. Our customer base includes oil and gas, chemical, power, food and beverage, mining and metals, life sciences, pulp and paper, refining, petrochemical, OEM and nuclear industries. With offices in Pennsylvania, West Virginia, and Ohio, ECI is the region’s leader in process control and industrial automation products and solutions. We seek individuals that share our passion for excellence.

Business Unit/Department: Process Systems and Solutions

Location: Preferred locations include Cleveland, OH and Columbus, OH; Pittsburgh, PA is also acceptable

Essential Duties and Responsibilities:

• Able to demonstrate a comprehensive understanding of PLC-centric architectures and software. This includes in-depth knowledge of different PLC brands (e.g., Emerson, Rockwell Automation/Allen-Bradley, Siemens, Schneider Electric, GE Fanuc), their distinct product lines (compact, modular, and safety PLCs), and their underlying architectural components (e.g., processor types, I/O modules, and communication modules).
• Possess a strong understanding of PLC integration within broader automation systems. This includes familiarity with their connectivity to Human Machine Interfaces (HMIs), industrial communication networks, Variable Frequency Drives (VFDs), and the full spectrum of sensors and actuators.
• Demonstrate extensive knowledge of PLC applications across diverse industries (e.g., discrete manufacturing, process control, packaging, automotive, food & beverage, water/wastewater) and specialized functions (e.g., machine control, batch processing, material handling, robotics integration, safety systems).
• Be able to identify and qualify sales opportunities, apply knowledge of customer’s business and establish a value proposition that results in sales.
• Act as the representative for other Emerson entities by identifying opportunities and introducing the appropriate resources necessary to complete the transaction.

The Ideal Candidate:

• Will possess a four-year engineering degree or equivalent industry experience.
• Will possess at least 3 years of proven sales to industrial accounts with working knowledge of process control fundamentals. This includes selling into large, complex accounts with both individual and team responsibilities. The individual will demonstrate an understanding of the technical and business challenges faced by this market and proven ability to develop and deliver solutions.
• Will possess a proven history of solution selling success demonstrated by the ability to diagnose a customer’s requirements and map a solution of multiple products and services to meet the customer’s needs.
• Will possess strong presentation, consultative selling, interpersonal, account planning and communication skills.
• Must be a team player able to work closely with System Sales Director and representatives from other business units.
• Must be able to entertain and manage key sales relationships.
• Must be able to penetrate new accounts, develop solid territory business plans and be able to effectively cover territories on a daily basis. A good mechanical aptitude is helpful, and a strong work ethic is essential to success.
• Must leverage account planning and time management to capture business

Core Competencies:

• WORK COLLABORATIVELY - Promote an inclusive and positive work environment that encourages collaboration and team building across all levels of the organization. Work with others to resolve obstacles that may prevent the organization from achieving its mission.
• CUSTOMER FOCUS - Demonstrate the desire and knowledge to understand customer needs. Provide personalized, professional and courteous service, accurate information, continuous communication and the ability to handle customer concerns in an appropriate manner.
• INTEGRITY - Behave ethically, act fairly and take responsibility for accomplishing work goals.

Additional Details

We provide our sales force with everything needed for success, including world-class products, industry marketing, excellent initial and ongoing training, sales tools, laptop, cell phone and a car allowance. We reward hard work and success with a competitive salary, excellent benefits package, and retirement savings program which includes a 401(k) plan with company match and profit sharing. EEO/AA/M/F/Veteran/Disability