Business Development Manager - OEM

Who We Are - Thermon

Thermon is a diversified technology company and a global leader in industrial process heating, temperature maintenance, environmental monitoring and temporary power distribution solutions. We deliver engineered solutions that enhance operational awareness, safety, reliability and efficiency to deliver the lowest total cost of ownership.

Thermon offers over 250 products, software and services across multiple brands, providing a range of offerings from boilers, transportation heaters, and liquid load banks to tubing bundles and heat trace. We are the silent guardians of critical infrastructure. From the relentless demands of chemical plants and the intricate networks of rail and transit to the vital pulse of power generation, we innovate solutions that ensure optimal operation, protect critical assets, and maximize efficiency.

We care deeply about the success of our customers, the well-being of our people, and the reliability of every product we design. This drives our unwavering commitment to safety and integrity in everything we do. Through collaboration, we unite a rich legacy of expertise with a trusted global team, partnering side-by-side with our customers. We transfer the warmth needed to make life work.

Position Summary

Thermon is seeking a results-driven Business Development Manager - OEM to lead the identification, development, and growth of our Original Equipment Manufacturer (OEM) customer base across North America. This role is responsible for driving new OEM partnerships and expanding existing relationships by selling Thermon's full portfolio of industrial heating solutions. The ideal candidate brings strong OEM sales experience, technical aptitude, and a strategic mindset focused on long-term, scalable growth.

Key Responsibilities

• Identify, target, and develop new OEM accounts across North America aligned with Thermon's strategic growth objectives
• Grow revenue and market share within existing OEM customers through expansion of product adoption and long-term agreements
• Promote and sell Thermon's complete range of heating solutions, including heat tracing, heating systems, tubing bundles, and controls
• Build strong relationships with engineering, procurement, operations, and executive stakeholders within OEM organizations
• Collaborate with internal teams (sales, engineering, product management, marketing, and operations) to develop OEM-specific solutions and value propositions
• Lead OEM opportunity qualification, forecasting, and pipeline management to achieve annual sales and growth targets
• Support technical and commercial discussions, including specifications, pricing strategies, proposals, and contract negotiations
• Monitor market trends, competitive activity, and customer feedback to inform product and go-to-market strategies
• Represent Thermon at industry events, trade shows, and customer meetings as a trusted OEM partner
• Ensure CRM accuracy and disciplined sales process execution

Key Characteristics

• Hunter Mentality - Highly proactive in identifying and pursuing new OEM opportunities; thrives in building business from the ground up
• Strategic Thinker - Able to see beyond individual deals and develop scalable, long-term OEM growth strategies
• Results-Oriented - Driven to exceed revenue targets with a strong sense of ownership and accountability
• Customer-Centric - Deep commitment to understanding OEM customer needs and delivering value-driven solutions
• Resilient & Persistent - Comfortable navigating long, complex sales cycles and overcoming technical and commercial obstacles
• Collaborative Influencer - Works effectively across internal teams and externally with customers to drive alignment and outcomes
• Adaptable - Able to operate in diverse industries, customer types, and evolving market conditions

Core Competencies

• OEM Business Development Proven ability to build and scale OEM channels, including identifying targets, qualifying opportunities, and securing long-term agreements
• Complex Solution Selling Skilled in selling engineered, multi-component solutions that require technical understanding and cross-functional coordination
• Pipeline & Forecast Management Strong discipline in managing sales pipelines, forecasting accurately, and driving deals through structured sales processes
• Relationship Management Capable of building trust at multiple levels within OEM organizations-from engineering to executive leadership
• Commercial Acumen Strong understanding of pricing strategy, margins, contract structures, and value-based selling
• Market & Competitive Insight Ability to analyze market trends, customer requirements, and competitive dynamics to inform strategy
• Negotiation & Closing Effective in negotiating complex agreements and closing high-value, strategic deals
• Cross-Functional Leadership Works seamlessly with engineering, product management, and operations to deliver compelling OEM solutions

Required Qualifications

• Bachelor's degree in Business, Engineering, or a related field
• 7 years of experience in business development or sales, with demonstrated success selling into OEM customers
• Experience selling engineered or industrial products or solutions, preferably in heating, energy, industrial equipment, or process industries
• Proven ability to build strategic, long-term customer relationships and close complex sales
• Strong commercial acumen with the ability to align technical solutions to customer business needs
• Excellent communication, negotiation, and presentation skills
• Willingness to travel extensively across North America (approximately 30%)

Preferred Qualifications

• Experience working with EPCs, OEMs, or system integrators in industrial markets (oil & gas, chemical, power, manufacturing, renewable energy, etc.)
• Technical background or strong aptitude for understanding engineered systems
• Familiarity with CRM systems and structured sales methodologies

Location

• Flexible within United States; proximity to major industrial or OEM hubs preferred