OEM DSM - EPC & Systems Integrators
Spirax Group, Washington, District of Columbia, United States
OEM DSM - EPC & Systems Integrators
When you join Watson-Marlow Fluid Technology Solutions, a part of the Spirax Group, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. This role will focus on: The OEM DSM EPC & System Integrators is responsible for developing non-water and wastewater OEM and System Integrator business and managing strategic relationships with OEMs, Engineering, Procurement & Construction (EPC) firms and System Integrators. This role focuses on promoting and selling peristaltic, hose and sinusoidal pumping technologies and related fluid handling solutions for applications in food, beverage, dairy, meat, poultry, bakery, and other sanitary processing industries, as well as industrial processing sectors such as chemicals, specialty ingredients, and general manufacturing. What you'll be doing: Exploit potential for Watson Marlow technologies with non-water and wastewater OEMs, integrators and EPCs Identify, qualify, and prioritize EPC firms and System Integrators as strategic accounts. Build long-term relationships with key decision-makers (process engineers, project managers, procurement teams). Develop account plans to influence specifications and secure preferred vendor status. Sales & Specification Strategy: Drive early engagement during concept and design phases to position products as the basis of design. Engage Indirect Sales Team and Sales Engineers to ensure facilities are supported long term. Negotiate pricing, terms, and contracts to maximize profitability and market share. Project Pursuit & Pipeline Management: Track major capital projects and expansions in food, beverage, and industrial processing sectors. Collaborate with internal teams (engineering, applications, marketing) to deliver turnkey solutions. Maintain accurate CRM records and forecast sales performance. Technical Expertise & Support: Understand sanitary and industrial process requirements (CIP, SIP, FDA/USDA compliance where applicable). Advise customers on pump sizing, material compatibility, and integration with process skids. Coordinate with service teams for installation and aftermarket support. This is what you'll need to be successful in this role: Bachelor's degree in engineering, Business, or related field (preferred). 5+ years in technical sales or key account management within process equipment or fluid handling systems. Proven success selling to EPC firms, System Integrators, or OEMs. Track record of selling to process equipment suppliers. Strong technical aptitude in pumps, valves, and sanitary and industrial process systems. Excellent negotiation, communication, and relationship-building skills. Ability to manage complex sales cycles and influence specifications. KPIs: New contacts within EPCs and new OEM/Integrator accounts developed. Number of projects where products are specified. Customer retention and satisfaction scores. Pipeline development and forecast accuracy. Travel: Minimum 50% within the USA. This position offers a salary range of (USD 101,351.00 - 145,000.00 Salaried). Final salary offers are determined by multiple factors, including education, experience, internal equity, geographic location, and the candidate's expertise, and therefore may vary from the range listed. For roles based outside Massachusetts, the applicable salary range may be lower. At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including: Robust Retirement Plan:
Benefit from a 5% employer 401K contribution, plus a 50% match on up to 3% of your contributions for added financial security. Comprehensive and Supportive Parental Leave:
Experience our inclusive, gender-neutral parental leave policy, offering 16 weeks at 100% pay. Upon your return, enjoy a gradual transition with a unique 80% work schedule while still receiving 100% of your pay for the first 6 months, ensuring a balanced reintegration into the workplace. Generous Time Off:
Enjoy ample time off to recharge and attend to life's circumstances with generous vacation and well-being day, 9 observed holidays, 1 floating holiday day, up to 15 caregiver days, and 80 hours of annual sick leave. Community Engagement Opportunities:
Make a difference with 3 paid volunteer days each year, encouraging you to give back to the community and causes you care about. And Many More Benefits:
Such as an offering of 3 healthcare plans with HSA contributions along with other benefits designed to support your well-being and professional growth. We invite you to explore all the ways we strive to create a fulfilling and rewarding work environment. Everyone is Included at Spirax Group We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone's contribution is valued across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique. We know that everyone needs some extra help from time to time, so we have introduced a range of additional benefits through our Group Inclusion Commitments. Learn more at Our Inclusion Commitments. Equal Opportunity Employer Watson-Marlow Fluid Technology Solutions is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or other protected characteristics as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Watson-Marlow Fluid Technology Solutions makes hiring decisions based solely on qualifications, merit, and business needs at the time. Company Overview At Watson-Marlow Fluid Technology Solutions, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications. Watson-Marlow is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies. Our purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 165 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones! Our inclusive culture and values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.
When you join Watson-Marlow Fluid Technology Solutions, a part of the Spirax Group, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. This role will focus on: The OEM DSM EPC & System Integrators is responsible for developing non-water and wastewater OEM and System Integrator business and managing strategic relationships with OEMs, Engineering, Procurement & Construction (EPC) firms and System Integrators. This role focuses on promoting and selling peristaltic, hose and sinusoidal pumping technologies and related fluid handling solutions for applications in food, beverage, dairy, meat, poultry, bakery, and other sanitary processing industries, as well as industrial processing sectors such as chemicals, specialty ingredients, and general manufacturing. What you'll be doing: Exploit potential for Watson Marlow technologies with non-water and wastewater OEMs, integrators and EPCs Identify, qualify, and prioritize EPC firms and System Integrators as strategic accounts. Build long-term relationships with key decision-makers (process engineers, project managers, procurement teams). Develop account plans to influence specifications and secure preferred vendor status. Sales & Specification Strategy: Drive early engagement during concept and design phases to position products as the basis of design. Engage Indirect Sales Team and Sales Engineers to ensure facilities are supported long term. Negotiate pricing, terms, and contracts to maximize profitability and market share. Project Pursuit & Pipeline Management: Track major capital projects and expansions in food, beverage, and industrial processing sectors. Collaborate with internal teams (engineering, applications, marketing) to deliver turnkey solutions. Maintain accurate CRM records and forecast sales performance. Technical Expertise & Support: Understand sanitary and industrial process requirements (CIP, SIP, FDA/USDA compliance where applicable). Advise customers on pump sizing, material compatibility, and integration with process skids. Coordinate with service teams for installation and aftermarket support. This is what you'll need to be successful in this role: Bachelor's degree in engineering, Business, or related field (preferred). 5+ years in technical sales or key account management within process equipment or fluid handling systems. Proven success selling to EPC firms, System Integrators, or OEMs. Track record of selling to process equipment suppliers. Strong technical aptitude in pumps, valves, and sanitary and industrial process systems. Excellent negotiation, communication, and relationship-building skills. Ability to manage complex sales cycles and influence specifications. KPIs: New contacts within EPCs and new OEM/Integrator accounts developed. Number of projects where products are specified. Customer retention and satisfaction scores. Pipeline development and forecast accuracy. Travel: Minimum 50% within the USA. This position offers a salary range of (USD 101,351.00 - 145,000.00 Salaried). Final salary offers are determined by multiple factors, including education, experience, internal equity, geographic location, and the candidate's expertise, and therefore may vary from the range listed. For roles based outside Massachusetts, the applicable salary range may be lower. At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including: Robust Retirement Plan:
Benefit from a 5% employer 401K contribution, plus a 50% match on up to 3% of your contributions for added financial security. Comprehensive and Supportive Parental Leave:
Experience our inclusive, gender-neutral parental leave policy, offering 16 weeks at 100% pay. Upon your return, enjoy a gradual transition with a unique 80% work schedule while still receiving 100% of your pay for the first 6 months, ensuring a balanced reintegration into the workplace. Generous Time Off:
Enjoy ample time off to recharge and attend to life's circumstances with generous vacation and well-being day, 9 observed holidays, 1 floating holiday day, up to 15 caregiver days, and 80 hours of annual sick leave. Community Engagement Opportunities:
Make a difference with 3 paid volunteer days each year, encouraging you to give back to the community and causes you care about. And Many More Benefits:
Such as an offering of 3 healthcare plans with HSA contributions along with other benefits designed to support your well-being and professional growth. We invite you to explore all the ways we strive to create a fulfilling and rewarding work environment. Everyone is Included at Spirax Group We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone's contribution is valued across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique. We know that everyone needs some extra help from time to time, so we have introduced a range of additional benefits through our Group Inclusion Commitments. Learn more at Our Inclusion Commitments. Equal Opportunity Employer Watson-Marlow Fluid Technology Solutions is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or other protected characteristics as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Watson-Marlow Fluid Technology Solutions makes hiring decisions based solely on qualifications, merit, and business needs at the time. Company Overview At Watson-Marlow Fluid Technology Solutions, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications. Watson-Marlow is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies. Our purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 165 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones! Our inclusive culture and values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.