OEM Market Development Manager

IDEX Corporation•Benton Harbor, MI

About The Position

The OEM Market Development Manager for the Environmental Market drives profitable growth across Airtech, Gast Manufacturing, and US Valve. The role identifies, develops, and converts new OEM opportunities while growing wallet share with key existing customers. It combines market expertise, consultative selling, technical credibility, and disciplined commercial execution to build understanding of customer applications, buying processes, regulatory influences, competitive dynamics, and emerging technologies, then translate those insights into account strategies, differentiated value propositions, and scalable growth programs. The manager works cross-functionally with Engineering, Product Management, Marketing, Operations, Finance, and Customer Care to advance opportunities from research and discovery through negotiation, launch, and expansion. The role develops market-growth and account plans, generates and qualifies opportunities, leads customer discovery and commercial negotiations, and uses market, financial, pipeline, and CRM data to guide prioritization and execution. It also coordinates internal resources for solution development, customer validation, launches, supply alignment, issue resolution, and lifecycle expansion, and provides market feedback to inform product, pricing, and investment decisions. The position involves travel as required to customers, company sites, industry events, and partner locations. The work may take place in an office or remote environment and may include customer-site, company-site, trade-show, and occasional factory-floor visits. Noise is generally minimal, with periodic increases in manufacturing or customer environments. Required personal protective equipment, such as safety glasses, must be used in designated areas.

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 lead and 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.
Ability to meet the physical demands of the job, including moving around or remaining stationary; handling objects, tools, or controls; reaching with hands and arms; and communicating effectively. Specific vision abilities may include close, distance, color, peripheral, and depth perception, and adjustment of focus.
Use safety glasses and other required personal protective equipment in designated areas.

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 market-growth strategy for Environmental OEM segments, including segmentation, target-account selection, whitespace analysis, and prioritized opportunity plans.
Build 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 identify business drivers, technical requirements, decision dynamics, risks, success criteria, and unmet needs.
Translate customer problems into differentiated solutions using the capabilities of Airtech, Gast Manufacturing, and US Valve; quantify and communicate customer impact and 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 TAM, SAM, SOM, share-of-wallet, pipeline, conversion, revenue, margin, and market 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 and execution gaps.
Provide market feedback to Product Management, Engineering, Marketing, Operations, and leadership to influence product roadmaps, commercial priorities, customer 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 use lessons to improve targeting, value propositions, qualification criteria, and commercial playbooks.
Follow IDEX policies, accepted business ethics, and applicable environmental, health, and safety requirements.