The OEM Account Manager (OAM) role is to increase Grundfos' market share with OEMs within target markets; assist in the management of accounts to secure and preserve long term purchasing agreements, and report specific business, market, and industry information. The OAM can be deployed with a specific focus on a particular customer, set of customers, market segment, product group, or industry. The OAM establishes and builds strong relationships with target decision makers and serves as a value added resource for the Customer and NAMREG OEM Team. The OAM reports to OEM Sales Director and their specific focus can be adjusted from time to time based on the strategic plan.
- Market Share Growth:
A. The OAM leads the Grid and Capture process for their focused customers or markets and are directly measured on the growth their focused areas experience.
B. The OAM is expected to be highly educated in their target markets, products, and applications and bring added value and resource to the sales process resulting in gains in market share.
C. The OAM is expected to understand the competitive market position of Grundfos products in the target markets, including but not limited to: chillers, thermal cooling and cooling towers, refrigeration, water treatment and/or water reuse.
D. The OAM and contribute to ensuring that the most advantageous price structure is put forward to maximize CTR and customer value.
E. The OAM contributes to market share research. Partnering with the BDD, the OAM and the BDD use this information to determine the most strategically advantageous customers, markets, products and/or industries to engage and focus on.
F. The OAM participates in global, market specific, network meetings and interfaces with key product and other management personnel from sister companies and the Denmark BDC.
- OEM Account Management:
A. The OAM develops strong relationships with key decision makers at existing and target accounts in coordination and cooperation with local sales management.
B. The OAM supports all aspects of the sales process and contributes to ensuring that Grundfos delivers a maximum value proposition to the account. (Delivery, product quality, response time, pricing, etc.)
C. The OAM conducts the necessary due diligence to understand the total sales opportunity for Grundfos products in the OEM Account.
D. The OAM proactively strives to maximize Grundfos' presence in their focused accounts by ensuring that all possible Grundfos products are applied.
E. The OAM will manage specific key accounts as established by the OEM Team
F. The OAM contributes to developing and takes the lead in growing and supporting Global Agreements that are aligned with their specific area of focus and key customers.
G. The OAM contributes to mutually beneficial process improvement and productivity gains at the Account Level and within Global Agreement frameworks.
- Reporting / Time Management:
A. CRM Notes of Activity: The OAM is responsible for ensuring accurate and dedicated maintenance of CRM account details when they have activity with an account.
B. Expense Reporting: The OAM is responsible for managing their expense budget in accordance with specific Grundfos policies and procedures.
C. Results Reporting: The OAM will prepare a monthly report in accordance with specific direction from their supervisor.
D. Time Management: Effectively utilize the Lotus Notes calendar function for Time Management & Organization (TMO) and meet all deadlines.
E. Other: Additional reports may be required from time to time.
Position and Reporting
The OEM Account Manager reports to the OEM National Sales Manager and works within the North America Region in the USA.
The OEM Account Manager will work closely with fellow members of the North America Regional OEM team, regional sales business segments and Grundfos contractors and consultants.
Education and Industry Experience:
Bachelors of Science Degree required, Engineering or Technical curriculum preferred. 7+ years of Industrial, Commercial, Boilers, Fountains, Irrigation, and OEM sales or equivalent work experience.
Required Knowledge, Skills and Abilities:
1. Application, system and control or similar knowledge in target market segments including but not limited to: chillers, thermal cooling and cooling towers, refrigeration, water treatment and/or water reuse.
2. Ability to communicate effectively in both oral and written formats and to various levels of customer and management audiences.
3. Understanding of profit and loss accounting and the basic flow of revenue in an organization.
4. Ability to start with "the end in mind", then work backwards to develop strategies, action plans, and goal measurements
5. Demonstrated knowledge of pumps, pumping systems, and dosing systems including disinfection equipment.
6. Professional sales skills to the "trainer" or "mentor" level with knowledge and ability to apply PDJA instructed principles and concepts. Strong negotiation skills a must!
7. Ability to make business presentations at all levels of management and to various sizes of audiences.
8. Excellent PC skills with above average knowledge and use of Microsoft Office application programs (Word, Excel, and PowerPoint) as well as strong aptitude for learning and applying new systems and programs.
9. Be open to and manage change.
10. Ability to travel 50%-75%, including overnights and weekends.
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