Business Development Manager - Instrumentation Sales (OEM Accounts)
Professional Engineers of North Carolina, Racine, Wisconsin, United States, 53404
The Business Development Manager for Instrumentation Sales (OEM Focus) is responsible for driving new business growth by identifying, developing, and managing strategic OEM partnerships. This role focuses on expanding adoption of the company's instrumentation products - such as flow sensors, flow switches, temperature and pressure sensors, and hand-held analytical instruments - within OEM platforms and integrated systems. The ideal candidate combines strong technical aptitude, strategic sales capacity, and experience working with engineering and procurement teams at OEM manufacturers.
Key Responsibilities New Business Development Identify and pursue new OEM opportunities across target market segments (ie.. process control & automation, process cooling, HVAC, test and 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, technial support, and timely product delivery.
Sales Execution 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 operation 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 development OEM-specific sales tools, application note, and technical content.
Qualifications Required Bachelors degree in engineering, business management 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 aptitiude 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 & MS Office Tools.
Success Indicators Achieving annual OEM sales growth and profitability targets. Securing new product 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 pipeling visibility and accurate forecasting.
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Key Responsibilities New Business Development Identify and pursue new OEM opportunities across target market segments (ie.. process control & automation, process cooling, HVAC, test and 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, technial support, and timely product delivery.
Sales Execution 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 operation 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 development OEM-specific sales tools, application note, and technical content.
Qualifications Required Bachelors degree in engineering, business management 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 aptitiude 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 & MS Office Tools.
Success Indicators Achieving annual OEM sales growth and profitability targets. Securing new product 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 pipeling visibility and accurate forecasting.
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