Description
About the Role
This Process Instrumentation Account Manager (AM) role is for a process instrumentation seller—someone who knows what it takes to win in manufacturing environments where uptime, accuracy, safety, and reliability matter.
You’ll drive sales growth and manage key accounts for Yokogawa’s Flow and Pressure portfolio across the Western USA, working directly with end users and closely with assigned representative partners. Success in this role requires strong instrumentation experience (not general industrial sales) and the ability to translate technical value into commercial wins.
We’re looking for candidates with real, hands-on exposure to flow measurement technologies such as Coriolis, Mag meters (electromagnetic), Vortex, Rotameters/variable area, and/or temperature transmitters—ideally in or selling into manufacturing plants.
What You’ll Do (Key Responsibilities)
Sales & Account Management (Flow/Pressure)
- Achieve or exceed the assigned territory sales quota specifically for Flow and Pressure instrumentation.
- Identify, pursue, and close new customer opportunities in process manufacturing environments.
- Manage and grow key strategic accounts—expanding adoption of Yokogawa instruments through solution-based selling.
- Develop and execute a territory business plan with key accounts, growth targets, and rep performance objectives.
- Forecast opportunities in CRM and maintain accurate pipeline visibility; run a disciplined operating cadence.
- Manage customer PCA/D1 (discounting) requests to ensure profitable business decisions.
- Prepare and deliver customer presentations that clearly communicate Yokogawa’s value proposition and technical advantages.
Representative Support & Leadership
- Collaborate closely with assigned representative companies to align on strategy, priorities, and execution.
- Lead development of rep business plans with clear accountability, coaching, and performance feedback.
- Direct reps to the right internal resources for technical/commercial support to keep opportunities moving.
- Conduct monthly face-to-face meetings (minimum 10 per month) with customers and/or reps to strengthen relationships and uncover new opportunities.
- Provide weekly activity reporting summarizing actions, opportunities, and territory progress.
Customer Engagement & Technical Support (Pre-Sales)
- Serve as the customer advocate—ensuring responsiveness, clear communication, and high satisfaction.
- Support pre-sales activities including product demos, application discussions, and solution alignment.
- Coordinate with product management and customer support to resolve complex technical issues and ensure successful outcomes.
Internal Collaboration (Matrixed Organization)
- Maintain strong communication with internal sales, product management, and operations teams to ensure alignment and execution.
- Provide field intelligence and competitive insights to inform strategy and product positioning.
- Contribute to cross-functional initiatives that improve processes, tools, and customer experience.
Success Measures (How Performance is Evaluated)
- Consistent achievement of territory quota for Flow & Pressure instrumentation.
- Growth within targeted manufacturing accounts and measurable expansion of installed base.
- Pipeline health, forecast accuracy, and CRM discipline.
- Rep-partner execution quality and activity cadence (including customer/reps meetings.
- Customer satisfaction, responsiveness, and ability to move technical opportunities to close.
(18) Yokogawa: Overview | LinkedIn
Requirements
What You Bring (Qualifications)
Non-Negotiable Technical Requirements (Process Instrumentation)
To be successful in this role, you must have a strong instrumentation background tied to manufacturing environments, including experience with one or more of the following:
- Flow technologies: Coriolis, Mag meters (Electromagnetic), Vortex, Rotameters / Variable Area flow meters
- Related instrumentation: Temperature transmitters (experience is strongly valued)
We are prioritizing candidates who have sold, supported, installed, specified, calibrated, or applied these instruments in real manufacturing settings (end users, integrators, instrumentation suppliers, or OEMs serving process plants).
Education & Experience
- Bachelor’s degree in Engineering or related technical field (preferred)
- 5+ years in technical sales, account management, field applications, or instrumentation-focused commercial roles within industrial automation/instrumentation
- Proven ability to drive territory growth and manage a sales quota in a technical product environment
Skills & Competencies
- Strong technical aptitude in Flow and Pressure instrumentation with confidence discussing applications and selection
- Excellent communication and presentation skills (comfortable with maintenance, engineering, operations, procurement)
- Strong account planning, forecasting, and CRM discipline
- Self-motivated, organized, and results-oriented; thrives with autonomy
- Demonstrated ability to lead and motivate independent sales representatives
Other Requirements
Must reside in the Houston metro area
Valid driver’s license and willingness to travel 50% or more
Ability to work independently and collaboratively in a matrixed organization
Ability to occasionally lift/move equipment up to 50 lbs
Our Culture & Values
We’re guided by our core values: Respect, Value Creation, Collaboration, Integrity, and Gratitude. We operate with a high-performance mindset while supporting one another across functions and regions—because that’s how we win in complex markets.
Why You’ll Want This Role
This is a challenging, high-impact territory role built for someone who wants to be known as the Flow/Pressure instrumentation expert in the region—owning strategy, developing reps, and winning meaningful business in manufacturing environments. If you want growth, visibility, and the chance to build something substantial in a matrixed organization, this role delivers.
