Business Development Manager - OEM Products

Overview

AprilAire is an industry leader focused on providing healthy air in the home. Our corporate office, manufacturing facilities and engineering Innovation Center are located in Wisconsin and we have Sales teams around the country. We have been in business since the 1950's with significant growth the last few years - and plans to continue growing as we deliver healthy air for all!

We are seeking a Business Development Manager to support and manage the OEM and Radon products throughout North America.

Responsibilities

The OEM Channel Business Development Manager will be accountable for all aspects of managing the OEM business opportunities across North America. This includes increasing revenue with existing accounts, creating operating plans to grow their revenue, and developing strategic partnerships. The person in this position will manage a book of existing business representing $14M+ and be responsible for double digit revenue growth annually.

Your day will include:
• Manage all aspects of the OEM business to meet or exceed financial and business goals.
• Growing AprilAire branded products through OEM distribution opportunities and executing strategic initiatives with the national sales team.
• Create an annual sales channel plan and project expected sales volume and profit for existing and new products. This includes analyzing trends and results as well as establishing pricing strategies.
• Develop and implement a comprehensive go-to-market strategy for HVAC equipment manufacturers to reach all potential customers in the channel. This includes developing partnerships within the organization (sales, marketing, product, operations, and brand) to execute the strategy.
• Responsible for maximizing profitability through sales, margin management and expense control.
• Direct responsibility for the overall P&L and contract management of the OEM business.
• Meet financial objectives by reaching top line revenue, preparing an annual budget, scheduling expenditures, and initiating corrective actions.
• Analyze sales data by customer and product category, identify weaknesses in sales strategy, and make improvements to annual plans and execution.
• Participate in setting corporate strategic direction with the leadership team (5-year strategic plan) and ensure strategic goals for channel alignment.
• Drive a culture of accountability and results through strategy deployment and effective performance management.
• Develop and strengthen relationships at senior management level with OEM Accounts.

Responsibilities of the role include:
• The sales of OEM branded humidifiers, air cleaners, zone comfort control, thermostats, ventilation, and dehumidification to manufactures in the HVAC industry.
• Direct management of all OEM Customers.
• Quarterly review of Annual Operation Plan (AOP) progress with top management.
• Monthly activity report on all OEM Account activities and progress to SVP of Sales.
• Travel in the field to gather information regarding customer needs, product, promotion, competition, and market activity to change or direct efforts to grow product line sales.
• Act as a technical resource to customers to address and resolve inquiries and problems.
• Provide feedback to management on OEM activity and make recommendations to help in reaching sales objectives.
• Communicate with accounts via phone and written correspondence in accordance with established procedures.
• Determine and prepare quotations based on product selection according to established procedures.
• Participate as an active member of new product development teams, recommending products to meet future customer needs.
• Participate on cross-functional teams to ensure the continuous, on-going improvement of customer satisfaction and service.
• Determine, submit and develop ideas such as investigating alternate products to fit customer needs, reduce product costs and provide better service.
• Work on special projects as mutually determined with supervisor. These projects can be short-term or long-term and are to be completed on an agreed upon time frame.
• Follow-up and carry-through to conclusion those opportunities for additional business, utilizing the call-up system.
• In addition to the above statements, the OEM Sales Manager should demonstrate initiative regularly and the commitment to improving their ability to service the customer. Demonstration of hard work, a firm understanding of the three general areas of responsibility (those things expected, those done and related to the supervisor, and those done with the permission of the supervisor), and the development of analytical skills are expected and necessary for growth within the job responsibility and for future job opportunities.

Qualifications

Qualified candidates should have:
• A BS Degree with three to five years of experience, or an AS and six to eight years of progressively responsible experience; or a combination of education and experience.

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