Strategic Account Manager - USA/Canada

Job Summary: The Strategic Account Manager is a corporate, customer-facing seller who engages Engineering and Supply Chain decision makers at oil and gas E&P operators, at the level where engineering standards are set and supply chain strategy is decided. The SBP wins by being technically credible with engineers and commercially fluent with procurement, and by connecting Kimray's differentiation (emissions-native diagnostics, electrification / non-vent actuation, reliability, and support) to each customer's operational and regulatory priorities.

Essential Job Functions:

• Engages Engineering decision makers (facilities, production, automation, and reliability engineers) at E&P operators on specifications, application fit, and total cost of ownership
• Engages Supply Chain decision makers (sourcing, procurement, and category managers) on vendor qualification, contracts, inventory strategy, lead-time performance, and supply assurance
• Develops and executes strategic account plans for target E&P operators, including decision-maker maps, opportunity hypotheses, and engagement strategies
• Manages opportunities and pipeline, develops quotes, and sells on value rather than price
• Provides spec-level technical support, including product sizing, selection, and application guidance with a defensible engineering rationale
• Positions Kimray's differentiators against competitors and connects them to customer priorities and regulatory drivers, such as EPA methane rules (OOOOb/OOOOc)
• Designs and delivers product training, lunch-and-learns, and technical presentations to customer engineering and supply chain teams
• Presents account plans and recommendations to senior customer decision makers and to Kimray sales leadership
• Gathers market, competitive, and customer feedback and shares insights with Marketing, Engineering, and Sales leadership
• Partners with Customer Service, Supply Chain, Engineering, and Field Services to resolve operational issues that affect customers across the order lifecycle
• Coordinates with Regional and Area Sales Managers, Account Managers, and distributors to align direct end-user and distributor channel engagement
• Participates in pipeline and forecast reviews and ensures accurate and timely reporting in CRM
• Complies with all safety policies, practices, and procedures, including field and site safety requirements. Reports all unsafe activities to supervisor and/or a Health and Environmental Safety team member
• Participates in proactive teams to achieve departmental and company goals
• Provides leadership to others through example and sharing of knowledge/skill
• Performs other duties as assigned

Qualifications:

• 5 years of relevant experience required
• Completion of the Kimray Strategic Business Partner Development Program and SBP Readiness Certification, or equivalent experience
• Advanced product application, sizing, and selection knowledge (Cv, flow, pressure drop, and actuator sizing)
• Working knowledge of relevant application standards (API, ASME, NACE)
• Working knowledge of the oil and gas value chain (upstream, midstream, and distribution)
• Working knowledge of procurement concepts, including sourcing, inventory, lead times, contracts, and supply assurance
• Working knowledge of account planning, pipeline management, value selling, and quoting
• Understanding of emissions regulations (EPA methane rules, OOOOb/OOOOc) and their impact on equipment selection and demand
• Product & Technical Mastery – Knows Kimray products at the component level; can explain construction, configuration, and quality.
• Application & Reliability Insight – Understands how equipment performs, fails, and is serviced under real operating conditions.
• Supply Chain & Procurement Acumen – Speaks the language of procurement: sourcing, inventory, lead times, and supply assurance.
• Engineering Fluency & Spec-Level Credibility – Engages engineers as a peer on sizing, materials, standards, and design intent.
• Commercial & Account Strategy – Builds account plans, manages pipeline, and sells on value.
• Market Intelligence & Positioning – Understands the competitive landscape, regulatory drivers, and Kimray differentiation.
• Customer Experience & Order Lifecycle – Understands order-to-cash and resolves operational issues that affect customers.
• Knowledge Transfer & Executive Communication – Teaches, presents, and communicates credibly with senior decision makers.
• Mechanical aptitude paired with commercial curiosity
• Capable of effectively presenting information to technical and senior audiences, internal and external
• Must have analytical, problem solving and critical thinking skills
• Must be self-directed and coachable
• Must have intermediate computer and technological skills, including ERP/CRM and quoting tools
• Willingness to travel, including to customer and field sites
• Must have valid driver's license and clean MVR
• Must pass background check and drug screen

Core Competencies:

• Action Oriented – Taking on new opportunities and touch challenges with a sense of urgency, high energy, and enthusiasm.
• Instills Trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Drives Results – Consistently achieving results, even under tough circumstances.
• Ensures Accountability – Holding self and other accountable to meet commitments.

Supervisory Responsibilities: No

Education:

• Bachelor's Degree preferred

Work Environment:

• Office Environment
• Customer and field sites (oil and gas facilities) as required

Physical Requirements:

• Repetitive use of hands
• Sitting, bending, stretching, pulling, pushing, reaching and lifting up to 50 lbs.

Travel: Yes

• Frequent travel required

Safety Sensitive Position: Yes

• This position performs tasks or duties that could affect the health or safety of Kimray employees or other individuals and has been designated as Safety Sensitive.