Business Development Manager – Instrumentation Sales (OEM Accounts)
SIKA USA, Inc., Racine, Wisconsin, United States, 53404
Key Responsibilities
New Business Development
Identify and pursue new OEM opportunities across target market segments (e.g., process control & automation, process cooling, HVAC, test & measurement, etc.).
Develop comprehensive OEM account penetration strategies, including prospecting, qualification, proposal development, and contract negotiation.
Conduct market research to identify emerging applications/markets, technology trends, and competitive landscapes.
Build and manage a robust pipeline of OEM prospects to support long-term revenue growth.
Account Management & Relationship Building
Serve as the primary point of contact for OEM customers, fostering long-term, strategic relationships with engineering, purchasing, product management and product development teams.
Lead technical discussions and collaborate with internal engineering teams to support product integration, customization, and qualification requirements.
Ensure OEM customers receive high-quality service, technical support, and timely product delivery.
Prepare and deliver technical presentations, demonstrations, and value-proposition messaging tailored to OEM applications.
Develop pricing strategies, quotes, customer proposals, and volume-based agreements.
Manage the full sales cycle from prospecting through product integration.
Track key account metrics, forecasts, and revenue targets.
Cross-Functional Collaboration
Collaborate with corporate teams, communicate and cooperate with headquarters and other global subsidiaries.
Work closely with product management, engineering, and operations to influence product roadmaps based on OEM needs.
Provide customer feedback and market intelligence to support new product development and continuous improvement initiatives.
Coordinate with marketing to develop OEM-specific sales tools, application notes, and technical content.
Qualifications Required
Bachelor’s degree in engineering, Technical Sales, Business, or related field.
3–7+ years of experience in instrumentation, sensors, measurement devices, controls, or related technical sales.
Proven track record of business development success with OEM customers.
Strong understanding of OEM design cycles, qualification processes, and supply-chain requirements.
Technical aptitude to communicate product capabilities and value to engineering teams.
Excellent negotiation, presentation, and relationship-building skills.
Ability to travel as required (25–50%).
Preferred
Experience with industrial automation, motion control, process instrumentation, process cooling, or embedded sensing technologies.
Background in selling to large OEMs
Knowledge of CRM Tools & Microsoft Office Tools
Success Indicators
Achieving annual OEM sales growth and profitability targets.
Securing new design wins and converting them into long-term production programs.
Expanding the company’s footprint within key OEM platforms.
Building productive, collaborative internal and external relationships.
Delivering strong pipeline visibility and accurate forecasting.
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Identify and pursue new OEM opportunities across target market segments (e.g., process control & automation, process cooling, HVAC, test & measurement, etc.).
Develop comprehensive OEM account penetration strategies, including prospecting, qualification, proposal development, and contract negotiation.
Conduct market research to identify emerging applications/markets, technology trends, and competitive landscapes.
Build and manage a robust pipeline of OEM prospects to support long-term revenue growth.
Account Management & Relationship Building
Serve as the primary point of contact for OEM customers, fostering long-term, strategic relationships with engineering, purchasing, product management and product development teams.
Lead technical discussions and collaborate with internal engineering teams to support product integration, customization, and qualification requirements.
Ensure OEM customers receive high-quality service, technical support, and timely product delivery.
Prepare and deliver technical presentations, demonstrations, and value-proposition messaging tailored to OEM applications.
Develop pricing strategies, quotes, customer proposals, and volume-based agreements.
Manage the full sales cycle from prospecting through product integration.
Track key account metrics, forecasts, and revenue targets.
Cross-Functional Collaboration
Collaborate with corporate teams, communicate and cooperate with headquarters and other global subsidiaries.
Work closely with product management, engineering, and operations to influence product roadmaps based on OEM needs.
Provide customer feedback and market intelligence to support new product development and continuous improvement initiatives.
Coordinate with marketing to develop OEM-specific sales tools, application notes, and technical content.
Qualifications Required
Bachelor’s degree in engineering, Technical Sales, Business, or related field.
3–7+ years of experience in instrumentation, sensors, measurement devices, controls, or related technical sales.
Proven track record of business development success with OEM customers.
Strong understanding of OEM design cycles, qualification processes, and supply-chain requirements.
Technical aptitude to communicate product capabilities and value to engineering teams.
Excellent negotiation, presentation, and relationship-building skills.
Ability to travel as required (25–50%).
Preferred
Experience with industrial automation, motion control, process instrumentation, process cooling, or embedded sensing technologies.
Background in selling to large OEMs
Knowledge of CRM Tools & Microsoft Office Tools
Success Indicators
Achieving annual OEM sales growth and profitability targets.
Securing new design wins and converting them into long-term production programs.
Expanding the company’s footprint within key OEM platforms.
Building productive, collaborative internal and external relationships.
Delivering strong pipeline visibility and accurate forecasting.
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