Sales Manager - OEM (remote)
$83,800–$125,600 year
On-siteCedar Falls, Iowa, United States
Job Summary
Own a defined portfolio of top-priority OEM accounts by executing structured multi-level account plans that identify growth levers, competitive threats, and relationship gaps. Lead quarterly business reviews with key OEM stakeholders to present Viking's value proposition in terms of uptime, total cost of ownership, and application fit. Proactively generate new sales leads through research, networking, and developing market maps to maximize orders and sales. Deliver year-over-year revenue growth with specific annual targets while protecting gross margins by anchoring pricing conversations to technical differentiation and total cost of ownership. Build and maintain a qualified pipeline in Microsoft Dynamics CRM with ≥3x coverage relative to annual quota, ensuring weekly updates and monthly forecasts with ≤10% variance to actuals. Maintain ≥90% scheduled coverage of priority accounts through structured face-to-face or virtual touchpoints aligned to each customer's buying cycle. Serve as the primary internal escalation point for OEM accounts, coordinating across customer service, engineering, and operations teams to resolve issues within agreed SLAs. Engage customers at the engineering and specification level to translate product portfolios into specific application recommendations that solve real design challenges. Influence OEM equipment specifications early in the product development cycle to embed Viking as the preferred or sole-source supplier. Provide structured field feedback on product performance, competitive positioning, and unmet customer needs to support Viking's product roadmap.
Required Qualifications
- 5+ years of direct B2B sales experience
- at least 3 years managing complex OEM or industrial accounts in a manufactured goods environment
- Demonstrated track record of managing multi-stakeholder OEM accounts — including engineering, procurement, and executive contacts — through full sales cycles from specification influence to purchase order
- Experience using a CRM platform (Microsoft Dynamics or Salesforce) as a primary sales tool — pipeline management, forecasting, and opportunity documentation are second nature
- Microsoft Dynamics CRM — required; must be able to manage pipeline, log activity, and generate forecasts without training
- Microsoft 365 (Outlook, Teams, Excel, PowerPoint) — required; used daily for account plans, business reviews, and internal coordination
- OEM customer portals — required; experience navigating procurement, forecasting, and order management portals common to large OEM customers
- Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions
- Ability to communicate by speech and hearing via phone and in person
- Visual acuity needed for close detail work and computer use
- Resilient traveler — you're comfortable spending approximately 50% of your time in the field, at customer sites, and at industry events, and you manage your schedule and energy accordingly
Desired Qualifications
- pumps, fluid handling, rotating equipment, or adjacent industrial categories preferred
- Familiarity with OEM commercial structures: consignment, blanket orders, preferred supplier agreements, and specification lock-in strategies (ideal but not required)
- Experience selling a technical product requiring application-level knowledge and the ability to credibly engage with engineering audiences (ideal but not required)
- Familiarity with positive displacement pump principles, fluid handling systems, or comparable rotating equipment (ideal but not required — application training provided)
- Viking Pump quoting tools — preferred; experience with Viking's internal quoting environment or comparable manufacturer CPQ tools is a plus
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