OEM Key Account Manager – Optical Systems

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

📋 Description

• Drive the development of new business and foster sustained, profitable sales growth for the Life Sciences Optics division throughout North America.

• Identify and evaluate prospective customers and applications.

• Build and oversee a strong opportunity pipeline, transforming targeted prospects into enduring customer relationships.

• Develop, manage, and direct sales activities effectively.

• Create, review, and refine territory and opportunity plans, adjusting strategies as needed.

• Establish extensive relationships with key decision-makers in functional areas at both prospective and current customers.

• Utilize Microsoft Dynamics 365 to document customer and opportunity data while maintaining up-to-date forecasts.

• Foster and sustain multi-level, cross-functional relationships with executives, RD&E, Procurement, and Supply Chain stakeholders.

• Create regular touchpoints for IDEX and IH&S executives with target prospects and assigned clients.

• Collaborate with Market Development, Product Management, and Engineering to pinpoint target applications and gather customer insights on Optical Systems innovation.

• Formulate and implement territory and opportunity plans for North America.

• Lead and coordinate cross-functional teams to support strategic growth initiatives and new business ventures through Monthly Sales Reviews.

• Identify, qualify, and seize new customer and share-gain opportunities.

• Maintain precise monthly and quarterly opportunity and customer forecasts.

• Partner with IH&S Finance to analyze and summarize forecasting inputs for the Annual Operating Plan.

• Measure and communicate KPI performance, including on-time delivery, quality, and RMA warranty returns.

• Negotiate and implement pricing adjustments, including tariffs and other business-related fees.

⛳️ Requirements

• Bachelor’s degree, ideally in Life Sciences or Engineering.

• At least 5 years of sales or business development experience in optical systems, analytical instrumentation, biotechnology, IVD, or related fields.

• Demonstrated success in driving sales growth.

• Proven experience in negotiating and finalizing multi-million dollar/multi-year contracts.

• Strong preference for candidates with sales experience in Optical Systems or analytical instrumentation.

• Preferred experience in developing new business with instrument OEM companies.

• Familiarity with IVD/Bio instrumentation techniques such as PCR, proteomics, next-gen sequencing, cytometry & cytology, spatial biology, synthetic biology, immunoassay analysis, and clinical diagnostics is advantageous.

• Knowledge of non-IVD/Bio-specific applications such as chromatography, MS, particle characterization, and liquid handling is beneficial.

• Capable of translating strategy into action.

• Ability to collaborate effectively with internal stakeholders from various functional areas.

• Willingness to travel approximately 50% across North America, with occasional international travel.

• Comfortable working in a high-pressure environment.

• High-energy, self-motivated individual with an ownership mindset.

• Well-organized with the capability to balance short-term tasks and long-term strategic initiatives.

• Skilled in preparing and professionally presenting presentations, legal contracts, and joint strategic planning documents to senior-level executives.

• Proficient in using electronic devices, including mobile phones and computers.

• Exceptional oral and written communication skills in English.

🏝️ Benefits

• Health benefits.

• 401(k) retirement savings program with company match.

• Paid Time Off (PTO).

• Eligibility for performance-based bonus plans.