Sales Manager - OEM (remote

Sales Manager - OEM Owns Viking Pump's Most Strategically Important OEM Accounts

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The Sales Manager - OEM owns Viking Pump's most strategically important OEM accounts — the top-priority customers that represent the highest concentration of revenue and long-term growth potential. Reporting to the Business Line Director of Direct Sales, this is a remote, field-facing individual contributor role that carries significant commercial responsibility. You will be Viking's primary face with these accounts: orchestrating account strategy, navigating complex buying processes, aligning Viking's product capabilities to OEM specifications, and delivering profitable growth quarter over quarter.

Proactively identify and generate new sales leads through research, networking, and developing market maps to maximize new and existing OEM orders and sales.

Strategic Account Ownership

• Own a defined portfolio of top-priority OEM accounts and execute structured, multi-level account plans that identify growth levers, competitive threats, and relationship gaps at each customer.
• Lead quarterly business reviews with key OEM stakeholders — engineering, procurement, and operations — presenting Viking's value proposition in terms of uptime, total cost of ownership, and application fit.
• Map the full decision-making landscape at each account (technical, commercial, executive) and build relationships at every relevant level to protect against single-point-of-failure exposure.
• Identify whitespace — new product lines, platforms, geographies, or subsidiaries — within existing OEM accounts and build expansion plans with clear timelines and revenue targets.

Revenue & Margin Growth

• Deliver year-over-year revenue growth across the OEM portfolio, with specific annual targets set in partnership with the Business Line Director.
• Protect and improve gross margin by anchoring pricing conversations to Viking's documented technical differentiation, application expertise, and total cost of ownership — not on commodity price comparison.
• Negotiate pricing, terms, and commercial agreements within approved frameworks; escalate exceptions with clear business justification and context.
• Coordinate with Viking's internal operations, product management, and finance teams to structure deals that are both commercially competitive and operationally deliverable.

Pipeline Development & Management

• Build and maintain a qualified, stage-appropriate pipeline in Microsoft Dynamics CRM, with ≥3x coverage ratio relative to annual quota at all times.
• Maintain accurate opportunity records in Microsoft Dynamics — including account activity, contact notes, deal stage, expected close date, and revenue forecast — with weekly updates.
• Develop and execute prospecting plans to expand relationships within existing OEM accounts, targeting new platforms, product families, or sites not currently purchasing Viking products.
• Deliver a monthly revenue forecast to the Business Line Director with ≤10% variance to actual results over a rolling 90-day window.

Customer Engagement & Coverage

• Maintain ≥90% scheduled coverage of priority OEM accounts, executing structured face-to-face or virtual touchpoints aligned to each customer's buying cycle and strategic planning calendar.
• Serve as the primary internal escalation point for your OEM accounts — coordinate across Viking's customer service, engineering, and operations teams to resolve issues and close service gaps within agreed SLAs.
• Conduct annual customer satisfaction assessments at each key account and drive internal action plans in response to scores below target thresholds.
• Represent Viking at customer…