OEM Business Development Representative at Cashco

Description

Position Summary

The OEM Business Development Representative is responsible for supporting the identification, development, and acquisition of high-value business with Original Equipment Manufacturers (OEM) and system/equipment packager (Packager) firms. This role combines strategic selling, technical knowledge, and relationship management to assist in securing contracts that involve complex stakeholder ecosystems and multi-phase decision processes. Success in this role contributes to private equity value creation goals through margin expansion, market penetration, and multi-year revenue streams.

OEM Business Development & Account Management

• Develop and grow relationships with key OEMs to position the company as a preferred technology supplier.
• Understand OEM design cycles, specifications, and commercial models to align value propositions and ensure early-stage engagement.
• Negotiations on pricing, commercial risks, and performance commitments that balance strategic growth with profitability.
• Monitor trends in OEM platforms, R&D priorities, and value chain dynamics to inform go-to- market strategy.

Project Specification & Pursuit Strategy

• Identify and proactively pursue OEM capital projects through spec-influence, consultative engagement, and early design participation.
• Build relationships with designers, engineers, and other influencers at OEM firms to ensure product inclusion in bid specs.
• Functionally support pursuit teams across functions (sales, applications, estimating, and fulfillment) to develop tailored technical and commercial proposals.
• Track project timelines, influence decision-makers, and manage long-cycle sales efforts through to award and execution.

Cross-Functional Coordination & Execution

• Partner with Applications Engineering, Marketing, Supply Chain, and Operations to deliver on complex customer requirements.
• Ensure accurate forecasting, CRM documentation, and alignment with OEM project timelines.
• Provide handoff to project execution or customer service teams while remaining engaged during critical milestones.

Market Intelligence & Commercial Strategy

• Monitor competitive activity, pricing dynamics, and shifts in OEM sourcing strategies or project demand.
• Provide cross-functional feedback to shape roadmap, collateral, and bid support materials.
• Contribute to territory planning, vertical strategies, and thought leadership around long-cycle sales.

Private Equity Value Creation Alignment

• Support enterprise value by developing long-term contracts and high-margin project wins.
• Improve forecast accuracy for strategic sales and build repeatable OEM business development practices.
• Drive pipeline visibility and win-rate improvement across complex, strategic sales motions.

Required Qualifications

• 7–10+ years of experience in technical sales and business development to OEMs and/or Packagers in a business development.
• Demonstrated success managing complex, long-cycle B2B sales involving multiple stakeholders and technical requirements.
• Strong understanding of OEM account structures, project sales cycles, and specification-based influence models and managing pipelines and forecasts.
• Excellent communication, relationship-building, and cross-functional leadership skills.

Preferred Qualifications

• Industrial, manufacturing, capital equipment, or engineered systems background strongly preferred.
• Prior sales experience working with OEMs to secure inclusion in specifications
• Exposure to private equity-backed or high-performance growth environments is desirable.
• Bachelor’s degree in Engineering, Business, or related technical/commercial field.

Key Competencies

• Strategic and consultative selling
• Technical credibility and influence
• Complex stakeholder management
• Project management and commercial coordination
• Proactive pursuit and pipeline development
• Negotiation and value articulation

Requirements

Requirements

• Ability to travel frequently within the assigned region by car, plane, or other means of transportation.
• Ability to sit for extended periods of time while working on a computer, attending meetings, or traveling.
• Ability to stand and walk for extended periods during client visits.
• Occasionally lift, carry, and transport materials (up to 20–30 lbs).

Cashco performs background checks and drug screens on all candidates as part of our pre-employment testing. Cashco is an Equal Opportunity/ Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected Veteran status.