OEM Market Development Manager
IDEX · Benton Harbor
If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.
WHO WE ARE
Gast, Airtech and US Valve are part of the IDEX Performance Pneumatics Group, delivering innovative solutions for vacuum, pressure, valve and flow control across critical industries worldwide. Gast is a trusted leader in designing and manufacturing high-quality air-moving products, including compressors, vacuum pumps, and accessories. For decades, Gast has powered essential applications in medical, industrial, and environmental sectors with reliability and precision.
Airtech specializes in custom-engineered vacuum and pressure systems, offering advanced solutions for complex applications in life sciences, electronics, and industrial automation. Known for flexibility and technical expertise, Airtech partners with customers to solve unique challenges and deliver tailored systems that meet demanding performance requirements. US Valve powers the world's most vital operations,. Serving data center and critical infrastructure, US Valve deliver reliable flow solutions built for excellence. Together, Gast, Airtech and US Valve combine engineering excellence, customer focus, and global reach to enable technologies that keep industries moving and improve everyday life.
Position Summary
The OEM Market Development Manager for the Environmental Market is responsible for driving profitable growth across Airtech, Gast Manufacturing, and US Valve by identifying, developing, and converting new OEM opportunities, in addition to growing wallet share with key 80's customers. The role combines market expertise, consultative selling, technical credibility, and disciplined commercial execution. It builds a deep understanding of customer applications, buying processes, regulatory influences, competitive dynamics, and emerging technologies, then translates those insights into account strategies, differentiated value propositions, and scalable growth programs. Working cross-functionally with Engineering, Product Management, Marketing, Operations, Finance, and Customer Care, this leader advances opportunities from market research and discovery through negotiation, launch, and expansion.
Essential Duties & Responsibilities
- Develop and execute a market growth strategy for Environmental OEM segments, including market-segmentation, target-account selection, whitespace analysis, and prioritized opportunity plans.
- Build market expertise in customer business models, environmental applications, industry economics, regulatory influences, technology trends, value-chain participants, and competitive positioning.
- Identify, qualify, and advance new OEM opportunities through structured prospecting, customer discovery, partner ecosystems, industry associations, conferences, and trade shows.
- Lead customer meetings and active-listening discovery to uncover business drivers, technical requirements, decision dynamics, risks, success criteria, and unarticulated needs.
- Translate customer problems into differentiated solutions using the combined capabilities of Airtech, Gast Manufacturing, and US Valve. Quantify customer impact and communicate clear business and technical value.
- Develop and execute strategic account and opportunity plans, including stakeholder maps, competitive strategy, mutual action plans, proposal strategy, and next-step ownership.
- Lead RFQs, proposals, presentations, pilots, commercial negotiations, and long-term agreements while protecting profitability, cash flow, and sustainable customer value.
- Use TAM, SAM, SOM, share-of-wallet, pipeline, conversion, revenue, margin, and market data to prioritize resources and support business cases and growth recommendations.
- Maintain accurate CRM records, opportunity stages, forecasts, customer intelligence, meeting recaps, and action plans; proactively address pipeline or execution gaps.
- Provide actionable market feedback to Product Management, Engineering, Marketing, Operations, and leadership to influence product roadmaps, commercial priorities, customer pricing, and investment decisions.
- Coordinate cross-functional resources to support solution development, customer validation, program launches, supply alignment, issue resolution, and lifecycle expansion.
- Conduct disciplined win/loss reviews; convert lessons into improved targeting, value propositions, qualification criteria, and commercial playbooks.
- Operate in accordance with IDEX policies, accepted business ethics, and applicable environmental, health, and safety requirements.
Skills & Attributes
- Market and industry insight: understands market dynamics, customer applications, competitor moves, regulatory shifts, technology evolution, and growth drivers.
- Prospecting and pipeline generation: creates qualified opportunities through research, targeted outreach, referrals, channel relationships, and ecosystem development.
- Solutioning and value proposition: connects customer problems to differentiated engineered solutions and communicates quantified operational, financial, and risk outcomes.
- Sales execution and negotiation: progresses complex multi-stakeholder opportunities, documents next steps, navigates commercial and technical objections, and negotiates sustainable terms.
- Financial acumen: understands pricing, gross margin, profitability drivers, deal structure, scenario analysis, and return-on-investment concepts.
- Active listening: identifies underlying business drivers, stakeholder roles, decision criteria, risks, and unmet needs; accurately reframes complex viewpoints.
- Rejection resilience: maintains professional, purposeful pursuit through setbacks and uses closed-lost learning to improve future execution.
- Relationship building: develops trust-based relationships with OEM customers, partners, and internal stakeholders at multiple organizational levels.
- Data-driven decision making: uses CRM, market intelligence, analytics, and performance indicators to guide prioritization, forecasting, and corrective action.
- Collaboration and influence: aligns cross-functional teams without relying solely on formal authority and creates shared accountability for customer outcomes.
- Adaptability and ownership: balances strategic and tactical priorities, responds to changing market conditions, and follows commitments through completion.
- Ethics and integrity: demonstrates sound judgment, transparency, and respect in all business dealings.
Required Education & Experience
- Bachelor's degree in engineering, science, or a related field, or equivalent relevant experience.
- Five or more years of progressive experience in B2B business development, OEM sales, technical sales, key account management, or a related commercial role.
- Demonstrated experience identifying and qualifying opportunities, leading customer discovery, developing account or market strategies, negotiating agreements, and building long-term relationships.
- Experience analyzing market, customer, financial, and pipeline data and translating findings into prioritized growth actions.
- Ability to communicate effectively with technical, commercial, operational, procurement, and executive stakeholders.
- Ability to travel as required to customers, company sites, industry events, and partner locations.
Preferred Qualifications
- Experience in environmental, industrial, laboratory, analytical, water or wastewater, emissions monitoring, air and gas handling, vacuum, or fluid-control applications.
- Experience selling engineered components, pumps, compressors, blowers, valves, pneumatic systems, vacuum systems, or adjacent industrial technologies to OEM customers.
- Working knowledge of market sizing and segmentation methods, including TAM, SAM, SOM, whitespace, and share-of-wallet analysis.
- Experience developing business cases, supporting go-to-market plans, and influencing product or portfolio priorities through customer and market insight.
- Familiarity with consultative discovery and structured opportunity qualification methods such as SPIN and MEDDICC.
Technology & Business Tools
- Proficiency with CRM and sales pipeline tools; disciplined use for lead and new-business-opportunity capture, forecasting, activity tracking, and reporting.
- Proficiency with Microsoft Excel, PowerPoint, Word, Teams, and CRM dashboards for analysis, communication, and executive-ready presentations.
- Working knowledge of LinkedIn Sales Navigator or comparable prospecting and market-intelligence tools.
- Ability to use ROI, pricing, segmentation, and market-analysis tools to support customer proposals and internal decisions.
Key Performance Indicators
- Qualified opportunity creation and healthy pipeline coverage.
- New OEM revenue, year-over-year growth, and strategic deal win rate.
- Gross margin and profitability of won business.
- Forecast accuracy, opportunity progression, and CRM data quality.
- Conversion of targeted accounts, retention, expansion, and share-of-wallet growth.
- Quality and adoption of market growth plans, account strategies, value propositions, and business cases.
- Cross-functional execution of customer programs, launches, and corrective actions.
Physical Demands
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 accommodation may be made to enable individuals with disabilities to perform the essential functions.
- While performing job duties, the employee may be required to move around or remain stationary; use hands to handle objects, tools, or controls; reach with hands and arms; and communicate effectively.
- Specific vision abilities may include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
- Office or remote working environment with customer-site, company-site, trade-show, and occasional factory-floor visits.
- Noise levels are generally minimal, with periodic increases in manufacturing or customer environments.
- Safety glasses and other required personal protective equipment must be used when present in designated areas.
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws.
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.