Manage and grow approximately 30 named OEM accounts in industrial pumps, rotating equipment, and fluid control. Responsibilities include account planning, relationship development, prospecting, technical presentations, contract negotiation, escalation management, forecasting, CRM pipeline reporting, customer insight development, and executive-level event representation. The role requires up to 50% travel and collaboration with product, customer care, and business development teams.
Principal Activities
- Manage and grow a defined list of ~30 named OEM accounts using the 80/20 account prioritization system.
- Build deep multi-level relationships within key OEM accounts (engineering, procurement, operations, C-suite).
- Develop and execute account plans for top-tier OEM accounts, identifying expansion opportunities within each.
- Proactively identify and pursue net-new OEM prospects in collaboration with the BDM team.
- Deliver technical presentations and product demonstrations tailored to OEM engineering requirements.
- Negotiate pricing, terms, and contracts; maintain price discipline — discounts require VP approval above 5%.
- Act as the primary escalation point for OEM customer issues; coordinate with Customer Care and Product Support.
- Provide accurate monthly and quarterly booking forecasts against individual quota.
- Track and report on funnel health (size, age, stage, and probability) in CRM.
- Collaborate with Product Management to relay OEM voice-of-customer insights and identify new product needs.
- Attend industry trade shows and OEM-hosted events; represent CIRCOR at the executive level.
- Prepare monthly business reviews (MBRs) for assigned accounts, highlighting risk and growth actions.
CANDIDATE REQUIREMENTS
- Bachelor's degree in Engineering, Business, or related discipline preferred.
- 7+ years of direct OEM sales experience in industrial pumps, rotating equipment, or fluid control.
- Demonstrated track record managing multi-million dollar named account portfolios.
- Proficient in Salesforce CRM — opportunity management, forecasting, and pipeline reporting.
- Strong technical aptitude — ability to read schematics, P&IDs, and interpret engineering specs.
- Excellent executive-level communication and presentation skills.
- Willingness to travel up to 50% (more during trade show season).
- Valid driver's license; ability to access industrial plant environments (PPE compliance required).
CIRCOR is an EEO Employer of Females / Minorities / Veterans / Individuals with Disabilities
Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThis employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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