Business Development Manager - OEM
Job TitleBusiness Development Manager - OEM (North America)Location:US RemoteReports ToDirector, Growth and CommercializationWho We Are - ThermonThermon 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 SummaryThermon 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 ResponsibilitiesIdentify, target, and develop new OEM accounts across North America aligned with Thermon's strategic growth objectivesGrow revenue and market share within existing OEM customers through expansion of product adoption and long-term agreementsPromote and sell Thermon's complete range of heating solutions, including heat tracing, heating systems, tubing bundles, and controlsBuild strong relationships with engineering, procurement, operations, and executive stakeholders within OEM organizationsCollaborate with internal teams (sales, engineering, product management, marketing, and operations) to develop OEM-specific solutions and value propositionsLead OEM opportunity qualification, forecasting, and pipeline management to achieve annual sales and growth targetsSupport technical and commercial discussions, including specifications, pricing strategies, proposals, and contract negotiationsMonitor market trends, competitive activity, and customer feedback to inform product and go-to-market strategiesRepresent Thermon at industry events, trade shows, and customer meetings as a trusted OEM partnerEnsure CRM accuracy and disciplined sales process executionKey CharacteristicsHunter Mentality - Highly proactive in identifying and pursuing new OEM opportunities; thrives in building business from the ground upStrategic Thinker - Able to see beyond individual deals and develop scalable, long-term OEM growth strategiesResults-Oriented - Driven to exceed revenue targets with a strong sense of ownership and accountabilityCustomer-Centric - Deep commitment to understanding OEM customer needs and delivering value-driven solutionsResilient & Persistent - Comfortable navigating long, complex sales cycles and overcoming technical and commercial obstaclesCollaborative Influencer - Works effectively across internal teams and externally with customers to drive alignment and outcomesAdaptable - Able to operate in diverse industries, customer types, and evolving market conditionsCore CompetenciesOEM Business Development Proven ability to build and scale OEM channels, including identifying targets, qualifying opportunities, and securing long-term agreementsComplex Solution Selling Skilled in selling engineered, multi-component solutions that require technical understanding and cross-functional coordinationPipeline & Forecast Management Strong discipline in managing sales pipelines, forecasting accurately, and driving deals through structured sales processesRelationship Management Capable of building trust at multiple levels within OEM organizations-from engineering to executive leadershipCommercial Acumen Strong understanding of pricing strategy, margins, contract structures, and value-based sellingMarket & Competitive Insight Ability to analyze market trends, customer requirements, and competitive dynamics to inform strategyNegotiation & Closing Effective in negotiating complex agreements and closing high-value, strategic dealsCross-Functional Leadership Works seamlessly with engineering, product management, and operations to deliver compelling OEM solutionsRequired QualificationsBachelor's degree in Business, Engineering, or a related field7+ years of experience in business development or sales, with demonstrated success selling into OEM customersExperience selling engineered or industrial products or solutions, preferably in heating, energy, industrial equipment, or process industriesProven ability to build strategic, long-term customer relationships and close complex salesStrong commercial acumen with the ability to align technical solutions to customer business needsExcellent communication, negotiation, and presentation skillsWillingness to travel extensively across North America (approximately 30%)Preferred QualificationsExperience 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 systemsFamiliarity with CRM systems and structured sales methodologiesLocationFlexible within United States; proximity to major industrial or OEM hubs preferred