OEM Market Development Manager

IDEX • Benton Harbor, MI

5d

About The Position

The OEM Market Development Manager for the Environmental Market drives profitable growth across Airtech, Gast Manufacturing, and US Valve. The role focuses on identifying, developing, and converting new OEM opportunities and growing share of wallet with key customers. It combines market expertise, consultative selling, technical credibility, and disciplined commercial execution.

The manager develops a deep understanding of customer applications, buying processes, regulatory influences, competitive dynamics, and emerging technologies, translating those insights into account strategies, differentiated value propositions, and scalable growth programs. Working cross-functionally with Engineering, Product Management, Marketing, Operations, Finance, and Customer Care, the manager advances opportunities from market research and discovery through negotiation, launch, and expansion.

The role involves customer and partner engagement, market and pipeline analysis, proposal and negotiation leadership, and coordination of resources for solution development and program execution. The position may be performed in an office or remote environment and includes customer-site, company-site, trade-show, and occasional factory-floor visits. Travel is required as needed.

Requirements

• Bachelor's degree in engineering, science, or a related field, or equivalent relevant experience.
• Five or more years of progressive experience in B2B business development, OEM sales, technical sales, key account management, or a related commercial role.
• Demonstrated experience identifying and qualifying opportunities, leading customer discovery, developing account or market strategies, negotiating agreements, and building long-term relationships.
• Experience analyzing market, customer, financial, and pipeline data and translating findings into prioritized growth actions.
• Ability to communicate effectively with technical, commercial, operational, procurement, and executive stakeholders.
• Ability to travel as required to customers, company sites, industry events, and partner locations.
• Proficiency with CRM and sales pipeline tools for opportunity capture, forecasting, activity tracking, and reporting.
• Proficiency with Microsoft Excel, PowerPoint, Word, Teams, and CRM dashboards for analysis, communication, and presentations.
• Ability to use ROI, pricing, segmentation, and market-analysis tools to support customer proposals and internal decisions.

Nice To Haves

• Experience in environmental, industrial, laboratory, analytical, water or wastewater, emissions monitoring, air and gas handling, vacuum, or fluid-control applications.
• Experience selling engineered components, pumps, compressors, blowers, valves, pneumatic systems, vacuum systems, or adjacent industrial technologies to OEM customers.
• Working knowledge of market sizing and segmentation methods, including TAM, SAM, SOM, whitespace, and share-of-wallet analysis.
• Experience developing business cases, supporting go-to-market plans, and influencing product or portfolio priorities through customer and market insight.
• Familiarity with consultative discovery and structured opportunity qualification methods such as SPIN and MEDDICC.
• Working knowledge of LinkedIn Sales Navigator or comparable prospecting and market-intelligence tools.

Responsibilities

• Develop and execute a growth strategy for Environmental OEM segments, including market segmentation, target-account selection, whitespace analysis, and prioritized opportunity plans.
• Build market expertise in customer business models, environmental applications, industry economics, regulatory influences, technology trends, value-chain participants, and competitive positioning.
• Identify, qualify, and advance new OEM opportunities through prospecting, customer discovery, partner ecosystems, industry associations, conferences, and trade shows.
• Lead customer meetings and discovery to uncover business drivers, technical requirements, decision dynamics, risks, success criteria, and unmet needs.
• Translate customer problems into differentiated solutions using the combined capabilities of Airtech, Gast Manufacturing, and US Valve; quantify customer impact and communicate business and technical value.
• Develop and execute strategic account and opportunity plans, including stakeholder maps, competitive strategy, mutual action plans, proposal strategy, and next-step ownership.
• Lead RFQs, proposals, presentations, pilots, commercial negotiations, and long-term agreements while protecting profitability, cash flow, and sustainable customer value.
• Use market, pipeline, conversion, revenue, margin, and share-of-wallet data to prioritize resources and support business cases and growth recommendations.
• Maintain accurate CRM records, opportunity stages, forecasts, customer intelligence, meeting recaps, and action plans; proactively address pipeline or execution gaps.
• Provide actionable market feedback to Product Management, Engineering, Marketing, Operations, and leadership to influence product roadmaps, commercial priorities, pricing, and investment decisions.
• Coordinate cross-functional resources for solution development, customer validation, program launches, supply alignment, issue resolution, and lifecycle expansion.
• Conduct win/loss reviews and apply lessons to improve targeting, value propositions, qualification criteria, and commercial playbooks.
• Operate in accordance with IDEX policies, accepted business ethics, and applicable environmental, health, and safety requirements.

What This Job Offers

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