OEM Account Manager – OEM-AM

Description

Summary of the position:

The Account Manager discovers, develops, delivers, builds and maintain relationships within targeted OEM vertical markets and select OEM customers. The AM is responsible for developing OEM Accounts and is responsible for achieving sales growth and assigned OEM Account objectives. The AM represents and cross sells the entire Sullair and Hitachi OEM product portfolio and services to assigned and developing new OEM accounts. As an AM, you will lead the OEM Account planning cycle and ensure assigned OEM accounts needs and expectations are met internally and externally.

This position may be located in Michigan City, Indiana; Chicago, Illinois or remote within the USA.

Duties and responsibilities:

• Utilizes Sullair processes and resources to discover, develop and deliver long-term relationships and value to identified OEM Accounts.
• Establishes a proactive, productive and professional relationships within all levels of an assigned OEM Accounts, internationally as required.
• Coordinates the involvement of Sullair senior leadership, including support, service, and management resources, in order to meet and exceed the OEM account performance objectives and customers’ expectations. International coordination of resources may be required based upon the account.
• Meets assigned targets for sales growth, sales volume and strategic objectives in assigned accounts.
• Proactively leads a OEM Account Management Process  that develops mutual performance objectives, financial targets, and critical milestones for a one-, three- and five-year period.
• Proactively assesses, clarifies, and validates end customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary Sullair and distribution sales channel, as required.
• Acquires assigned OEM Account targets, sales growth, and sales volume in potential and designated Accounts.
• Achieves within an OEM Account, objectives defined by company management.
• Completes OEM account plans that meet company standards.
• Completes required training and development objectives within the assigned time frame.
• Utilizes Sullair CRM programs and account tracking mythology.
• Enlists the support of other Sullair sales specialists, implementation resources, service resources, and other sales, financial, and management resources, as needed.
• Closely coordinates company executive involvement with end customer management.
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Qualifications:

Education:

• Bachelor’s degree in Engineering or a similar technical field is preferred.

Professional experience:

• Minimum five years of Strategic Account, National Account, or OEM sales experience in a business-to-business sales environment. Experience selling Compressed Air or Air Treatment products with a commercial/industrial application is preferred.
• Aptitude to learn the theory and application of air and gas compressors on drilling rigs, breathing air, gas compression, vapor recovery, bubble curtains and any other  OEM applications that requires the use of Recip, Scroll, Rotary Screw (Oil-Free and Oil-Injected), Compressors Controls & Air Treatment (Refrig, Desiccant dryers etc.).
• Experience/ knowledge (Preferred) on applications on: drilling rigs, water rigs, gas, vapor recovery, N2 and O2 generation, breathing air, NFPA 99
• Excellent familiarity of North American marketplace as it relates to the compressed air and/or air treatment industry.
• Self-motivated, high initiative, self-directed.
• Vertical market experience in oil and gas, gas compression, drilling rigs equipment, labs equipment, and advanced transportation technologies such as electric vehicle, battery and electric propulsion manufacturers. (Preferible).
• Excellent verbal and written communication skills.
• PC and CRM proficiency.
• Proficiency in Microsoft Office Suite.
• Ability to travel 50% domestic and international.

Key behaviors:

• Must work well independently and meet deadlines
• Good analytical skills; should be detail oriented
• Ability to adapt and implement modern technology quickly
• Flexible with hours to support operation and new product launches
• Strong leadership skills required
• Candidate must be self-directed, a self-starter and be able to multi-task and prioritize
• Enthusiastic, cooperative, and positive behavior

Direct reports:

• N/A

The successful candidate is responsible for complying with Hitachi Global Air Power US Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Hitachi Global Air Power US is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.