About the Role
The OEM Sales Manager is responsible for developing and executing the sales strategy for Original Equipment Manufacturers (OEMs) across assigned territories and industry segments. The role focuses on driving profitable growth, increasing market share, expanding customer relationships, and positioning the company's portfolio as the preferred choice for machine builders and equipment manufacturers. The OEM Sales Manager acts as a trusted advisor to OEM customers, supporting their machine standardization, digital transformation, energy efficiency, and automation requirements while creating sustainable business growth opportunities.
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Key Responsibilities
OEM Business Development
- Develop and execute the OEM growth strategy aligned with regional business objectives.
- Identify, qualify, and acquire new OEM customers.
- Expand wallet share within existing OEM accounts.
- Develop strategic account plans for key OEM customers.
Customer Relationship Management
- Establish executive and operational relationships within OEM organizations.
- Position the company as a strategic technology partner.
- Increase customer loyalty and retention.
Sales & Commercial Leadership
- Achieve annual Order Intake, Sales, Gross Margin, and Profitability targets.
- Manage sales forecasting and pipeline development.
- Lead commercial negotiations and contract discussions.
- Drive specification and standardization of company solutions.
- Ensure effective opportunity management using bFO tools.
Solution Promotion & Portfolio Development
Promote and drive adoption of:
- Industrial Automation: PLCs, HMIs, SCADA, Industrial Software, Motion Control, Machine Automation Solutions, Industrial Networks
- Industrial Control: Sensors, Control & Signaling, Safety Products, Relays, Motor Control Solutions
- Variable Speed Drives: Compact Drives, Machine Drives, Advanced Drives
- Digital Solutions: EcoStruxure Machine, Industrial IoT, Edge Solutions, Data Analytics Platforms, Energy Management Solutions
Strategic Account Management
- Identify key OEM accounts with growth potential.
- Develop executive engagement plans.
- Establish annual growth programs with strategic customers.
- Manage customer escalation and business continuity requirements.
- Ensure customer satisfaction and long-term business sustainability.
Ecosystem & Partner Development
Collaborate with:
- System Integrators
- Panel Builders
- Distributors
- Machine Consultants
- Build strong ecosystems around strategic OEM customers.
- Support co-selling initiatives and market expansion programs.
Opportunity & Project Management
- Identify and pursue strategic machine-building projects.
- Coordinate with presales and technical support teams.
- Drive opportunity qualification and conversion.
- Ensure timely closure of commercial opportunities.
Market Intelligence
- Monitor customer investment plans and market developments.
- Analyze competitor activities and emerging technologies.
- Provide market feedback to business development and offer management teams.
Cross-Functional Collaboration
Work closely with:
- Industrial Automation Sales Teams
- Offer Marketing Teams
- Presales Engineers
- Digital Transformation Specialists
- Channel Management Teams
- Ensure alignment between customer needs and business objectives.
Candidate Profile
- Bachelor’s degree in electrical engineering or Automation Engineering.
- 8-10 years of experience in OEM Account Management and Industrial and machine automation sales.
- Proven track record in achieving growth targets and developing strategic customer relationships.
- Strong understanding of Machine Automation, Packaging Machines, Material Handling, Water and Environmental Equipment, Food & Beverage Machinery, HVAC Equipment, Compressors, Pumps, OEM Skids and Process Equipment.
Leadership Competencies
- Commercial Excellence
- Customer Focus
- Personal Effectiveness
Rewards Designed for You
Our Total Rewards are our way of saying: We see you and we value you. It’s more than just pay and benefits—it’s a meaningful investment in you. It helps you perform, grow, feel safe, and elevate your potential. The package supports you in caring for yourself and your family, planning your future, growing your skills and career, collaborating in an inclusive workplace, and contributing to your community.
Looking to Make an IMPACT with Your Career?
When you are thinking about joining a new team, culture matters. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – start with us. IMPACT is your invitation to contribute to turning sustainability ambition into actions, no matter what role you play.
Join us and become an IMPACT Maker!
Country-specific programs and initiatives may be available.
We are committed to championing inclusivity in everything we do and ensuring all employees feel uniquely valued and safe to contribute their best.
We uphold the highest standards of ethics and compliance and demonstrate our unwillingness to behave and respond respectfully and in good faith to all stakeholders.
Equal Opportunity Employer: We provide equal employment and advancement opportunities regardless of any legally protected characteristic.
