Account Industry Manager - Refining

Job Category: Outside Sales and Marketing

Requisition Number: ACCOU
001342

Full-Time

Showing 1 location

1647 S Gramercy Road
Salt Lake City, UT 84104, USA

Applied Control is seeking an experienced Key Industry Manager (KIM) to own and accelerate profitable growth across a focused portfolio of approximately 10 strategic refining accounts within a defined geographic region. This senior commercial role combines industry strategy, direct account ownership, executive relationship development, major project capture, and cross-functional leadership, with explicit accountability for increasing Applied's share of wallet, expanding market share, and converting whitespace into measurable revenue and gross profit growth.

The KIM is the single point of commercial accountability and quarterback for assigned accounts. The role develops and executes customer and industry growth plans, builds early visibility to maintenance and capital investment, and brings the full Applied team, supplier network, and portfolio together to deepen customer relationships, land major projects, displace competitors, and expand adoption across Applied's solutions and services. Assigned KIM accounts are managed as a dedicated industry portfolio rather than through traditional geographic account ownership.

Key Responsibilities

• Develop, own, and regularly update Applied's refining growth strategy for the assigned market, including account priorities, market segmentation, competitive positioning, supplier alignment, and growth initiatives.
• Maintain current knowledge of refinery operations, capital investment, turnaround activity, reliability priorities, regulatory developments, market trends, and competitive dynamics.
• Translate industry intelligence into actionable account priorities, campaigns, supplier strategies, and investment recommendations.
• Establish Applied as a preferred solutions and lifecycle partner within the refining community.

• Serve as the sole commercial owner and single point of accountability for assigned refining accounts.
• Develop and maintain annual strategic account growth plans that quantify current share of wallet, market position, competitive threats, customer priorities, key stakeholders, executive sponsors, whitespace by product and service line, and measurable actions required to expand revenue and gross profit.
• Build trusted relationships with refinery and corporate leadership, operations, maintenance, reliability, project engineering, procurement, and other key decision makers.
• Quarterback quarterly account growth reviews and coordinate the full Applied team and portfolio around clear priorities, pursuit strategies, customer commitments, whitespace conversion, and measurable growth actions.

• Build early visibility to maintenance, turnaround, reliability improvement, modernization, and capital project opportunities.
• Lead strategic opportunity planning, pursuit strategy, value positioning, specification influence, and capture execution for major opportunities.
• Drive measurable, above-market growth across Applied's full portfolio, including automation, control valves, isolation valves, instrumentation, reliability, asset performance, service, and lifecycle solutions. Increase share of wallet by connecting customer needs to underrepresented Applied capabilities at each assigned account.
• Systematically identify, prioritize, and convert whitespace, competitive displacement, new solution adoption, and share-of-wallet expansion opportunities, with named owners, milestones, revenue potential, and next actions documented in Salesforce.
• Balance revenue growth with gross profit, commercial discipline, customer value, and long-term account health.

• Maintain accurate account, contact, activity, opportunity, and project information in Salesforce.
• Develop and manage a rolling 12- to 36-month pipeline of major maintenance, turnaround, modernization, and capital opportunities.
• Provide timely and credible forecasts, opportunity updates, growth projections, and risk assessments.
• Use data to evaluate revenue and gross profit growth, market-share progress, share-of-wallet expansion, whitespace conversion, solution penetration, opportunity conversion, and execution against account growth plans.

• Build strategic relationships with EPC firms, engineering companies,…