Business Development Manager - OEM/Systems, Bay Area

Halma plc

1d

About The Position

Join a team of world‑class experts driving innovation in optical and analytical technologies. As the Business Development Manager – OEM/Systems, Bay Area, you will lead strategic commercial growth in one of the most innovation‑dense regions in the world. This role is a core part of Ocean Optics’ OEM/Systems commercial strategy and anchors our new Bay Area Customer Applications Office—a hub designed for rapid prototyping, co‑development, and deep engagement across Semiconductor, MedTech, Clean Energy, Biotech, and Advanced Manufacturing. This full‑time role reports to the Director of OEM/Systems Sales, with a dotted line into the Bay Area Site Lead and the Chief Commercial Officer. You will be the primary commercial interface for strategic OEM customers, leveraging Ocean Optics’ regional technical capabilities to convert engagement into long‑term design‑in wins and scalable revenue. As a successful Business Development Manager, this person will: Drive OEM/Systems Growth Own and execute the OEM/Systems commercial strategy for the Bay Area, aligned to global vertical priorities. Build, manage, and close a robust pipeline of high‑value OEM opportunities with long‑cycle design‑in potential. Lead customer engagements using the local Applications Lab to accelerate feasibility studies, demos, and integration work. Win Design‑Ins & Strategic Accounts Drive the full lifecycle of OEM engagements—opportunity identification, technical qualification, feasibility, design win, and production rollout. Capture design‑in commitments by partnering closely with engineering, applications, and product teams. Expand existing OEM accounts by identifying new applications, adjacent product integrations, and multi‑program growth. Lead Customer & Ecosystem Engagement in Silicon Valley Represent Ocean Optics across Semiconductor fabs, MedTech OEMs, consumer electronics innovators, clean‑tech developers, universities (Stanford, UCSF, Berkeley), and R&D labs. Strengthen the Bay Area presence through technology seminars, workshops, industry events, and onsite engagements. Cultivate partnerships with development firms, incubators, and ecosystem stakeholders. Work Cross‑Functionally to Drive Results Collaborate with OEM leadership on strategic account planning, vertical market objectives, and forecasting. Partner with the Bay Area Technical Team to deliver rapid prototyping, real‑time testing, and application development aligned with customer needs. Bring strong VOC and market intelligence to Product Management and R&D to influence future roadmap decisions. Support Marketing in developing application‑focused content, case studies, and regional outreach. Deliver Commercial Excellence Provide accurate and timely forecasting, CRM pipeline management, and milestone reporting. Structure proposals, pricing models, and long‑term agreements that meet both customer needs and margin targets. Achieve sales, design‑in, and strategic growth targets aligned with Ocean Optics’ OEM/Systems strategy. ABOUT THE CANDIDATE The ideal candidate is a strategic, technically fluent commercial leader who thrives in fast‑paced innovation ecosystems and long‑cycle, high‑value B2B environments. They are customer‑obsessed, collaborative, and deeply comfortable engaging with engineering teams and product decision‑makers inside OEM organizations. Our ideal candidate should possess the following combination of experience and qualities:

Requirements

• Bachelor’s degree in Engineering, Physics, Photonics, Life Sciences, or a related technical field (Master’s preferred).
• 5+ years of OEM, systems, or complex technical B2B sales—ideally in spectroscopy, optics, sensors, analytical instrumentation, or semiconductor/medtech equipment.
• Demonstrated success driving OEM design‑in wins and managing long‑cycle technical sales processes.
• Strong commercial acumen with value‑based selling expertise.
• Excellent communication, presentation, and relationship‑building skills with stakeholders ranging from engineers to executives.
• Ability to translate technical requirements into commercial value propositions.
• Experience with CRM systems (Salesforce preferred) and data‑driven forecasting.
• Thrives in ambiguity, learns quickly, and adapts to evolving customer needs.
• Willingness to travel throughout the Bay Area (30–50%).

Responsibilities

• Drive OEM/Systems Growth Own and execute the OEM/Systems commercial strategy for the Bay Area, aligned to global vertical priorities.
• Build, manage, and close a robust pipeline of high‑value OEM opportunities with long‑cycle design‑in potential.
• Lead customer engagements using the local Applications Lab to accelerate feasibility studies, demos, and integration work.
• Win Design‑Ins & Strategic Accounts Drive the full lifecycle of OEM engagements—opportunity identification, technical qualification, feasibility, design win, and production rollout.
• Capture design‑in commitments by partnering closely with engineering, applications, and product teams.
• Expand existing OEM accounts by identifying new applications, adjacent product integrations, and multi‑program growth.
• Lead Customer & Ecosystem Engagement in Silicon Valley Represent Ocean Optics across Semiconductor fabs, MedTech OEMs, consumer electronics innovators, clean‑tech developers, universities (Stanford, UCSF, Berkeley), and R&D labs.
• Strengthen the Bay Area presence through technology seminars, workshops, industry events, and onsite engagements.
• Cultivate partnerships with development firms, incubators, and ecosystem stakeholders.
• Work Cross‑Functionally to Drive Results Collaborate with OEM leadership on strategic account planning, vertical market objectives, and forecasting.
• Partner with the Bay Area Technical Team to deliver rapid prototyping, real‑time testing, and application development aligned with customer needs.
• Bring strong VOC and market intelligence to Product Management and R&D to influence future roadmap decisions.
• Support Marketing in developing application‑focused content, case studies, and regional outreach.
• Deliver Commercial Excellence Provide accurate and timely forecasting, CRM pipeline management, and milestone reporting.
• Structure proposals, pricing models, and long‑term agreements that meet both customer needs and margin targets.
• Achieve sales, design‑in, and strategic growth targets aligned with Ocean Optics’ OEM/Systems strategy.

Benefits

• Ocean Optics offers a comprehensive compensation package and health and wellness benefits.
• Also, as a member of the Halma Group of companies (www.halma.com), our employees enjoy excellent career development, networking, and advancement opportunities worldwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager