Business Development Manager - OEM

About Delta Controls Inc.Delta Controls is the benchmark for building controls manufacturers, being one of the most respected organizations in our industry, with more than 300 Partners/Distributors in over 80 countries. For more than three decades Delta Controls has offered innovative and exciting building automation solutions for commercial, healthcare, education, leisure buildings and more. As industry leaders, our track record includes delivering the world’s first fully integrated native BACnet building solution encompassing HVAC, lighting and access control products.As part of Delta Electronics Inc., the global leader in switching power supply solutions and DC brushless fans and an $8+ billion USD organization, Delta Controls is able to bring some of the most energy efficient and sustainable solutions to buildings around the world, working together toward our shared vision of developing technologies aimed at reducing global warming and ensuring a sustainable future for mankind. Delta Electronics products are the most energy efficient power products in the industry and include a comprehensive range of energy management solutions in Industrial Automation, Telecom Power, UPS and Data Center Infrastructure, Automotive Electronics and Energy Storage Systems.Why work for us?We provide fantastic opportunities to individuals passionate about business and technology. Delta Electronics products are the most energy efficient power products in the industry and our company is perfect for those who want to create, design and build sustainable solutions using massively scalable, big-data architecture, with a strong focus on building automation. Here are some of the Delta perks you’ll receive from day 1!Employee & safety centric culture with the possibility of remote workFlexible hours and scheduling availableCompetitive total compensation along with generous vacation allowancesThree weeks of vacationIn-house & external training provided along with education support and opportunities for growthCompany funded annual personal development budgetFinancial benefits & planning such as group RRSP & company matchEmployer paid premiums for extended healthcare and family-focused benefits (health, vision and dental)Travel insurance coverage and access to the Employee Assistance Program (EAP)Wellness - onsite fitness center & company reimbursement for personal gym membershipsInternal Recognition & Service AwardsEmployee Referral bonusesTransit accessible with free onsite parkingRegular company events such as "Food Truck Fridays", Lunch & Learn and other planned activitiesJob summaryThe Business Development Manager OEM plans, directs, and controls the sales of Delta Controls product and/or services through Original Equipment Manufacturers. OEM means using an existing product with no modifications required other than custom programming. ODM means either an existing product that needs to be modified (firmware, software or hardware) or an entirely new product. The Business “Development Manager – OEM” sells into both OEM and ODM markets.Duties and responsibilitiesIn this role, you will:Develop sales objectives, plans, programs, and budgets.Direct sales operations through key stakeholder customer groups and through targeted equipment manufacturers.Generate new business through the promotion of Delta Controls products.Expand business opportunities with existing OEM/ODM clients by creatively applying existing products and services to expand our scope of offerings.Prospect for new OEM/ODM accounts. Negotiates and closes OEM/ODM agreements with targeted manufacturers.Perform presentations to current and prospective clients.Represent Delta in National or targeted market trade shows.May review and evaluate client specifications and coordinate in-house resources to satisfy client needs.Review system layout and system applications during the sales process. Work with technical support staff to develop solutions for prospective clients.Regularly communicate with the management team regarding opportunities in play, forecasts and current sales progress using our CRM system and sales reporting tools.Discover new channels and customers that are incremental to Delta Controls’ current sales.Visit existing Delta Controls customers as appropriate to promote the same Delta products, which are not restricted to the OEM channel.Identify OEM needs and feedback to Delta Controls Product Strategy and Product Management and teams.Prepare presentations and proposals for and with customers.Undertake sales training of OEM Partner staff.Visit mechanical equipment manufacturers and mechanical contractors to introduce them to Delta products and develop strong and deep relationships that will lead to business relationships that will benefit both parties.Performance measuresNumber of new major accounts secured.Retention of key accounts and continued business growth with existing accounts.Required skills and abilitiesProven track record in delivering agreed upon regional sales objectives.Professional selling skills.Proven consultative selling skills.Proven ability to influence/drive/motivate a sales organization where no reporting relationship exists.Understanding of manufacturer-to-manufacturer solution developmentStrong history of developing OEM solutions in the HVAC industryPreferred skills and abilitiesExcellent communication skills (verbal, written, and presentation) coupled with strong interpersonal skills both in one-on-one and group settings.Proficiency with MS Office Suite and recognized CRM software(s).Self-motivated and willing to tackle tough technical tasks for OEM opportunities.Minimum qualifications and experienceA minimum of ten years industry specific experience.Job TypeFull-time, remoteTravelFrequent travel will be required, approximately 25% to 40%Salary120,000 to 140,000 USDPlus Commission

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