OEM & Government Sales Manager
Responsible for the management and development of Gorman-Rupp products to OEM & Government accounts in assigned territory. Specific responsibilities include business and market development for the OEM & Government sales channel; retention and growth; expanding the existing content of OEM & Government products while seating technology and solutions and capitalizing on new sales opportunities. This role will establish the strategic direction for OEM & Government sales; sales coordination with other operational departments and, directs the day-to-day activities, training and development of the OEM & Government accounts.
The OEM & Government Sales Manager is expected to travel sufficiently to maintain/develop OEM & Government account relationships as well as develop a thorough understanding of the business climate within each vertical market. In addition, the OEM & Government Sales Manager is responsible for consistent feedback to the home office concerning OEM & Government account sales performance, annualized forecasts, competitive information, product development needs that are iterated by the OEM & Government accounts and commercial terms.
Essential Functions and Basic Duties
Account Development & Management
- Identify, develop, and manage strategic OEM & Government accounts to drive long-term business growth that meet or exceed annual sales goals.
- Build and maintain strong relationships with engineering, procurement, and executive-level decision-makers.
- Understand OEM & Government customer needs and provide tailored pump solutions, ensuring alignment with our product capabilities.
Sales Strategy & Execution
- Develop and execute OEM & Government sales strategies that align with company objectives.
- Create annual sales plans, forecasts, and budgets for OEM & Government accounts.
- Monitor and report on key account metrics, including sales performance, market share, and growth opportunities.
Collaboration & Cross-Functional Leadership
- Work closely with engineering, product development, and manufacturing teams to support OEM & Government product requirements and customization needs.
- Partner with marketing to support OEM & Government-focused campaigns and product launches.
Market Intelligence & Analysis
- Monitor market trends, competitor activity, and customer feedback to identify new business opportunities.
- Conduct regular market analysis to ensure competitive positioning in OEM & Government segments.
Contract Negotiation & Compliance
- Lead contract negotiations with OEM & Government customers, ensuring mutually beneficial terms.
- Ensure compliance with all internal policies and relevant external regulations.
Other Duties as Assigned
Education
- Bachelor’s degree in Engineering, Business Administration, or a related field. MBA is a plus.
Experience
- Minimum of 5–7 years of technical sales experience, with at least 3 years focused on OEM & Government sales (preferably in industrial or pump-related sectors).
Knowledge, Skills & Abilities
- Demonstrated success in developing OEM & Government relationships and meeting/exceeding sales targets.
- Strong mechanical aptitude and understanding of pump systems, applications, and specifications.
- Excellent communication, negotiation, and presentation skills.
- Experience working within an engineered-to-order (ETO) manufacturing environment.
- Familiarity with CRM platforms (e.g., Salesforce).
- Strategic thinker with the ability to work independently and as part of a cross-functional team.
- Ability to read and understand mechanical and electrical drawings
- Must be comfortable with public speaking in front of large groups
- The position requires an individual that has a gregarious personality with strong presentation and negotiation skills.
Physical Requirements and Working Conditions
- Ability to travel extensively by car and plane.
- Ability to sit for long periods of time.
- Ability to stand, sit, reach, grasp, stretch.
- Typical office environment along with frequent exposure to travel situations.
Job Type: Full-time
Benefits:
- 401(k) matching
- Dental insurance
- Employee assistance program
- Health insurance
- Health savings account
- Life insurance
- Tuition reimbursement
- Vision insurance
Work Location: In person
