Note: The job is a remote job and is open to candidates in USA. IDEX Corporation is a company that offers diverse career opportunities across various fields including engineering and sales. They are seeking a Sales Manager - OEM who will manage key OEM accounts, develop sales strategies, and drive revenue growth while maintaining strong customer relationships.
Responsibilities
- Own a defined portfolio of top-priority OEM accounts and execute structured, multi-level account plans that identify growth levers, competitive threats, and relationship gaps at each customer
- Lead quarterly business reviews with key OEM stakeholders — engineering, procurement, and operations — presenting Viking's value proposition in terms of uptime, total cost of ownership, and application fit
- Map the full decision-making landscape at each account (technical, commercial, executive) and build relationships at every relevant level to protect against single-point-of-failure exposure
- Identify whitespace — new product lines, platforms, geographies, or subsidiaries — within existing OEM accounts and build expansion plans with clear timelines and revenue targets
- Deliver year-over-year revenue growth across the OEM portfolio, with specific annual targets set in partnership with the Business Line Director
- Protect and improve gross margin by anchoring pricing conversations to Viking's documented technical differentiation, application expertise, and total cost of ownership — not on commodity price comparison
- Negotiate pricing, terms, and commercial agreements within approved frameworks; escalate exceptions with clear business justification and context
- Coordinate with Viking's internal operations, product management, and finance teams to structure deals that are both commercially competitive and operationally deliverable
- Build and maintain a qualified, stage-appropriate pipeline in Microsoft Dynamics CRM, with ≥3x coverage ratio relative to annual quota at all times
- Maintain accurate opportunity records in Microsoft Dynamics — including account activity, contact notes, deal stage, expected close date, and revenue forecast — with weekly updates
- Develop and execute prospecting plans to expand relationships within existing OEM accounts, targeting new platforms, product families, or sites not currently purchasing Viking products
- Deliver a monthly revenue forecast to the Business Line Director with ≤10% variance to actual results over a rolling 90-day window
- Maintain ≥90% scheduled coverage of priority OEM accounts, executing structured face-to-face or virtual touchpoints aligned to each customer's buying cycle and strategic planning calendar
- Serve as the primary internal escalation point for your OEM accounts — coordinate across Viking's customer service, engineering, and operations teams to resolve issues and close service gaps within agreed SLAs
- Conduct annual customer satisfaction assessments at each key account and drive internal action plans in response to scores below target thresholds
- Represent Viking at customer facilities, trade shows, and OEM industry events as required to maintain visibility, gather competitive intelligence, and advance strategic relationships
- Engage Viking's OEM customers at the engineering and specification level, translating Viking's product portfolio into specific application recommendations that solve real design challenges
- Influence OEM equipment specifications early in the product development cycle to embed Viking Pump as the preferred or sole-source supplier before competitive alternatives are evaluated
- Partner with Viking's internal application engineering and product management teams to match customer technical requirements to existing product lines or identify gaps warranting new product development
- Provide structured field feedback on product performance, competitive positioning, and unmet customer needs to support Viking's product roadmap
- Maintain complete, accurate, and current account data in Microsoft Dynamics CRM — contacts, account hierarchy, opportunity pipeline, and activity history — as the foundation for Viking's commercial intelligence on your accounts
- Leverage Viking's quoting tools and OEM customer portals to manage pricing, track orders, and coordinate delivery expectations across your account portfolio
- Use Microsoft 365 tools (Teams, Excel, PowerPoint, Outlook) to prepare business reviews, account plans, forecasts, and internal stakeholder communications that are sharp, data-driven, and decision-ready
Skills
- 5+ years of direct B2B sales experience, with at least 3 years managing complex OEM or industrial accounts in a manufactured goods environment (pumps, fluid handling, rotating equipment, or adjacent industrial categories preferred)
- Demonstrated track record of managing multi-stakeholder OEM accounts — including engineering, procurement, and executive contacts — through full sales cycles from specification influence to purchase order
- Experience using a CRM platform (Microsoft Dynamics or Salesforce) as a primary sales tool — pipeline management, forecasting, and opportunity documentation are second nature
- Commercially driven — you understand the difference between activity and revenue, and you consistently prioritize the actions most likely to close business or protect margin
- Technically credible — you can engage with an OEM engineer on application requirements, translate that back to a product recommendation, and defend that recommendation under scrutiny without relying on engineering support for every customer conversation
- Relationship builder — you invest in relationships at multiple levels within a customer organization, and you maintain those relationships between active deals — not just when there's an opportunity to close
- Disciplined operator — your CRM is current, your forecasts are grounded, your follow-throughs are reliable. You treat internal stakeholders as customers and deliver on commitments to them with the same urgency you bring to external accounts
- Resilient traveler — you're comfortable spending approximately 50% of your time in the field, at customer sites, and at industry events, and you manage your schedule and energy accordingly
- Strategic thinker — you can hold both a quarterly quota and a 3-year account strategy in your head simultaneously, and you make near-term decisions with long-term positioning in mind
- Microsoft Dynamics CRM — required; must be able to manage pipeline, log activity, and generate forecasts without training
- Microsoft 365 (Outlook, Teams, Excel, PowerPoint) — required; used daily for account plans, business reviews, and internal coordination
- OEM customer portals — required; experience navigating procurement, forecasting, and order management portals common to large OEM customers
- Familiarity with OEM commercial structures: consignment, blanket orders, preferred supplier agreements, and specification lock-in strategies (ideal but not required)
- Experience selling a technical product requiring application-level knowledge and the ability to credibly engage with engineering audiences (ideal but not required)
- Experience with Viking's internal quoting environment or comparable manufacturer CPQ tools is a plus
- Familiarity with positive displacement pump principles, fluid handling systems, or comparable rotating equipment (ideal but not required — application training provided)
Benefits
- Performance based bonus plan
- Health benefits
- 401(k) retirement savings program with company match
- PTO
Company Overview