OEM Market Development Manager

Gast is hiring an OEM Market Development Manager to drive profitable growth across Airtech, Gast Manufacturing, and US Valve in the environmental market. The role develops and converts OEM opportunities, grows key accounts, and coordinates cross-functional teams from market research and customer discovery through negotiation, launch, and expansion.

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

Requirements:

• 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
• 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
• 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