OEM Business/Market Development Manager

This is a fully remote position, open to applicants in Michigan.

📋 Description

• Formulate and implement strategies for market expansion within the Environmental OEM sectors.

• Cultivate knowledge of customer business frameworks, applications, industry economics, regulatory impacts, technological advancements, value-chain participants, and competitive landscape.

• Identify, assess, and pursue new OEM prospects through outreach, customer engagement, partner networks, industry associations, conferences, and trade exhibitions.

• Facilitate customer meetings and discovery sessions to reveal business motivations, technical needs, decision-making dynamics, risks, success criteria, and unmet requirements.

• Convert customer challenges into distinct solutions leveraging the capabilities of Airtech, Gast Manufacturing, and US Valve.

• Create strategic account and opportunity plans, stakeholder maps, competitive approaches, mutual action strategies, proposal tactics, and ownership of next steps.

• Manage RFQs, proposals, presentations, pilot projects, commercial negotiations, and long-term contracts while safeguarding profitability and cash flow.

• Utilize TAM, SAM, SOM, share-of-wallet, pipeline, conversion, revenue, margin, and market data to prioritize resources and substantiate business cases.

• Keep CRM records updated, including opportunity stages, forecasts, customer insights, meeting summaries, and action plans.

• Offer market insights to Product Management, Engineering, Marketing, Operations, and leadership teams.

• Coordinate cross-departmental resources for solution creation, customer validation, program launches, supply chain alignment, issue resolution, and lifecycle enhancement.

• Conduct win/loss analysis to refine targeting, value propositions, qualification criteria, and commercial playbooks.

• Adhere to IDEX policies, business ethics, and environmental, health, and safety regulations.

⛳️ Requirements

• A Bachelor's degree in engineering, science, or a related discipline, or equivalent relevant experience.

• A minimum of five years of progressive experience in B2B business development, OEM sales, technical sales, key account management, or a similar commercial position.

• Proven experience in identifying and qualifying opportunities, leading customer discovery, formulating account or market strategies, negotiating contracts, and establishing long-term relationships.

• Expertise in analyzing market, customer, financial, and pipeline data, with the ability to translate insights into prioritized growth strategies.

• Strong communication skills to effectively engage with technical, commercial, operational, procurement, and executive stakeholders.

• Willingness to travel as necessary to meet customers, visit company locations, attend industry events, and connect with partners.

• Preferred: experience in environmental, industrial, laboratory, analytical, water or wastewater, emissions monitoring, air and gas handling, vacuum, or fluid-control applications.

• Preferred: experience in selling engineered components, pumps, compressors, blowers, valves, pneumatic systems, vacuum systems, or related industrial technologies to OEM clients.

• Familiarity with TAM, SAM, SOM, whitespace, and share-of-wallet analysis.

• Experience in developing business cases, supporting go-to-market strategies, and influencing product or portfolio priorities.

• Knowledge of SPIN and MEDDICC methodologies.

• Proficiency in CRM and sales pipeline management tools.

• Proficiency in Microsoft Excel, PowerPoint, Word, Teams, and CRM dashboards.

• Familiarity with LinkedIn Sales Navigator or similar tools.

• Capable of utilizing ROI, pricing, segmentation, and market-analysis tools.

🏝️ Benefits

• Option for a remote working environment.

• Reasonable accommodations for individuals with disabilities.

• Equal opportunity employment.