JOB SUMMARY: 

As an OEM Account Manager at Garlock Sealing Technologies, you play a pivotal role in our strategic sales process. You’ll be responsible for managing and nurturing existing key OEM accounts, ensuring their success and sustained partnership, as well as growing business with current and new OEM customers. 

RESPONSIBILITIES: 

Product Specification: Collaborate with OEM (Original Equipment Manufacturer) clients to understand their needs and recommend suitable sealing products for new applications. Ensure that the specified products align with customer requirements and industry standards. 

1. Pricing Strategies and Negotiations: Develop and execute pricing strategies to maximize revenue. Regularly review pricing models, propose adjustments, and negotiate terms with OEM partners. Monitor market trends and competitive pricing to maintain a competitive edge. 

1. Strategic Alignment and Relationship Building: Cultivate strong relationships with key decision-makers within OEM accounts. Understand their business goals, pain points, and long-term strategies. Align Garlock’s offerings with the OEM’s objectives to drive mutual success. Present market insights and key strategic initiatives to Garlock leadership. 

1. Quarterly Business Reviews (QBRs): Conduct regular QBRs with OEM clients. Evaluate performance metrics, discuss achievements, address challenges, and identify growth opportunities. Use QBRs as a platform to strengthen partnerships, explore upselling possibilities, and improve internal processes. 

1. Incentive Programs and Spend Optimization: Design and implement incentive programs to encourage increased spend on Garlock products. Analyze spending patterns, identify areas for improvement, and collaborate with internal teams to enhance product adoption. Continuously track and optimize spending metrics. 

ESSENTIAL FUNCTIONS:

1. Facilitates all communications with OEM clients, improving client utilization, managing account profiles, preparing and delivering presentations for clients, and communicating OEM client activities. 

1. Collaborates with Manager and Product Managers in annual strategic sales and pricing planning. Objectives, metrics, and targeted activities will be determined before the fiscal sales year. 

1. Increases share of wallet, guiding OEM clients to optimal stocking levels of our products.

1. Coordinates with distributors to identify new business opportunities for revenue generation.

1. Educates OEM clients on product portfolio and complimentary services offered.

1. Conducts ROI analysis for defined OEM client programs.

1. Converts competitive business at OEM accounts. 

1. Obtains, analyzes and reports market intelligence within OEM client markets and businesses.

1. Responsible for monthly reporting and reviews with the Regional Manager and Director of Sales. 

1. Identifies new problems to solve for the OEM market and contributes to the new product innovation funnel. 

1. Participate in Cross-Functional Teams within the organization. 

1. Utilizes internal resources for virtual interactions and field work as necessary.

1. Commits to an individual development plan as part of the Dual Bottom-Line culture.

1. Travel is expected to be up to 50%.
    
   COMPETENCIES: 

1. Effective communication - develops and delivers multi-modal communications that convey a clear understanding of the unique needs of different audiences.

1. Collaborates - building partnerships and working collaboratively with others to meet shared objectives promptly to support the business 

1. Self-Awareness - uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses 

1. Instills Trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity. 

1. Customer Focus - Building strong customer relationships and delivering customer-centric solutions. 

1. Interpersonal Savvy – Relating openly and comfortably with diverse groups of people. 

1. Manages Complexity – Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

1. Builds Networks - Effectively building formal and informal relationship networks inside and outside the organization. 

1. Ensures Accountability – Holding self and others accountable to meet commitments. 

1. Plans and Aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.

JOB QUALIFICATIONS: 

1. Bachelor’s Degree in Business, Engineering, or Marketing or relevant experience required 

1. Experience in client facing & consultative selling

1. Track record of achieving sales quotas 

1. Knowledge of relevant markets, customers, channels, competitors, and products a plus 

1. Experience with Salesforce.com or other CRM 

1. High level of competency with Microsoft Suite or products 

1. Understanding of sales performance metrics 

PHYSICAL REQUIREMENTS: 
 
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. 
 
Office and Manufacturing Floor Position: Ability to perform sedentary work, spending extended periods working with a computer. Physical effort may include stooping, kneeling, touching, feeling, reaching, standing, walking, pushing, pulling, lifting, fingering, grasping, talking, hearing, and repetitive motions. Ability to lift and carry up to 20 lbs.