OEM Sales Manager

Since 1892, OPW customers have been able to count on us to revolutionize fluid-handling operations around the world. As a global leader in fluid-handling solutions, the mission of OPW is to be a developer of a comprehensive array of innovative fluid-handling solutions that our customers can consistently and reliably count on. These include loading and unloading systems for high-value hazardous and non-hazardous bulk products; railcar and transport tank-truck valves, gauging devices and tank-monitoring systems; automated storage-terminal controls and systems; and regulators, fittings, valves, vaporizers, vacuum-jacketed piping and gas-handling systems for the safe handling and distribution of cryogenics and industrial gases. OPW also creates and manufactures touch-free and soft-touch vehicle wash systems, entry systems and wash chemicals. OPW has more than 2,000 employees with manufacturing operations in North America, Europe and China, and sales offices around the world. OPW is part of the Clean Energy & Fueling segment of Dover (NYSE: DOV).

OPW Propane Energy Solutions (PES)is your premier choice for alternative fuel solutions. With over a century of expertise in manufacturing top-of-the-line gas flow and control products, PES stands at the forefront of innovation in the industry. Our proven technology in LPG and NH3 products allows us to craft solutions compatible with emerging alternatives like Bio LPG formulations and ammonia. Whether it's storage, transportation, or setting up filling stations, PES's commitment to quality, performance, and cost-effectiveness is unparalleled. We pride ourselves on delivering tested and reliable solutions backed by unrivaled technical and sales support. From our roots in the U.S.A. to our global reach with regional customization, PES is poised to meet the challenges and seize the opportunities of this new era of energy. For more information on OPW's Propane Energy Solutions, please visit our website: OPW Propane Energy Solutions.

Department:Sales
Reports To:Director of Sales
Location: Elon, North Carolina,Work Location:United States

Position Overview

The OEM Sales Manager plays a key role in supporting, maintaining, capturing, and growing OEM market share and revenue for RegO products in the propane industry. This individual serves as both a technical expert and relationship manager, providing training, sales support, and strategic growth initiatives to strengthen partnerships with existing OEM customers while identifying and developing new business opportunities.

The ideal candidate is hands-on, solutions-focused, and highly collaborative while able to balance customer needs with internal coordination across engineering, production, planning, and customer service.

Primary Objective

Support, maintain, capture, and grow OEM market share and revenue by providing outstanding service, innovative solutions, and proactive business development.

Internal Responsibilities

• Collaborate effectively across departments (engineering, quality, production, planning, and customer service) to ensure OEM customer needs are met.
• Partner with Quality to manage and resolve customer issues quickly and thoroughly, ensuring corrective actions are implemented.
• Work with Production and Planning to address delivery or supply issues with urgency, maintain consistent customer supply, and avoid stockouts.
• Partner with Engineering to manage customer requests and new product development from concept to launch, including providing specifications, flow rates, pricing, volumes, and go-to-market strategy.
• Collaborate with Customer Service to ensure accurate pricing, order tracking, and prioritization during delivery challenges.

External Responsibilities

Support

• Provide technical training and field support to OEM customers as needed.
• Address and resolve customer issues quickly and effectively.
• Support OEM sales teams by answering questions and assisting in field inquiries.

Maintain

• Manage existing OEM accounts, ensure satisfaction, and identify opportunities to increase volume.
• Conduct quarterly customer visits following the 80/20 rule to prioritize key accounts.
• Support and attend customer events and meetings.
• Lead monthly customer forecast/SIOP meetings to align product demand and supply planning.

Capture

• Identify and pursue new OEM business opportunities within current or emerging markets.
• Conduct site visits to qualify prospects using the DOVER "Know Your Customer" procedure.
• Develop competitive pricing strategies and estimate annual volume/revenue potential.
• Collaborate with internal teams to support customer qualification and pricing processes.

Grow

• Partner with engineering to develop or enhance products that expand market presence (e.g., introducing features like locking handwheels on NH3 nurse tank valves).
• Drive innovation through customer feedback and industry insight.
• Act as the voice of the customer to support new product initiatives and applications.

Key Competencies

• Strong technical aptitude and ability to communicate complex product information clearly.
• Relationship builder who thrives on customer interaction and long-term partnerships.
• A proactive problem-solver who drives issues to resolution.
• A strategic thinker with a growth mindset and attention to detail.
• Collaborative team player with the ability to influence across functions.

Experience & Qualifications

• College degree preferred but not required.
• Minimum of 5 years of experience in the propane industry.
• Strong technical knowledge of RegO products, including application, installation, and operation.
• Proven ability to perform customer training and provide technical support.
• Relationship-focused, customer-oriented mindset.
• Excellent communication, problem-solving, and organizational skills.
• Willingness to travel regularly to customer sites and events (approximately 40-50%).

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position's responsibilities, a candidate's work experience, a candidate's education/training, the position's location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

Benefits: Our total rewards package for eligible team members also includes: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; adoption, surrogacy, and fertility benefits and assistance; commuter benefits; parental, military, jury duty, and bereavement leaves of absence; paid time off, business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and policies.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

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 contactopwaccommodations@acmecryo.comfor assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

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