About this role
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