Sales - OEM

The role involves managing the complete sales cycle, from identifying potential OEM customers and understanding their technical requirements to product approvals, price negotiations, order execution, payment collection, and long-term relationship management.
Below is a detailed, professional job description suitable for a Sales Manager / Senior Sales Executive / Business Development Manager – OEM Segment.
1. Key roles and responsibilities1. OEM Business Development & New Customer Acquisition
Identify and develop new business opportunities in the OEM segment.
Identify potential OEM customers, manufacturers, fabricators, assemblers, and industrial companies.
Conduct market research to identify target industries, customer requirements, and business opportunities.
Develop a database of prospective OEM customers and key decision-makers.
Approach purchase managers, sourcing managers, design engineers, R&D heads, project managers, and business owners.
Generate leads through market visits, references, exhibitions, industry networks, and online platforms.
Arrange customer meetings, product presentations, and business discussions.
Convert prospective customers into active business accounts.
Develop new product and application opportunities within existing and potential OEM accounts.
2. Existing Customer Account Management
Manage and maintain relationships with existing OEM customers.
Regularly visit customers to understand their business requirements and future plans.
Maintain strong relationships with purchase, technical, quality, production, and management teams.
Understand customer production schedules, consumption patterns, and material requirements.
Ensure customer satisfaction through timely responses and effective problem resolution.
Identify opportunities for increasing business volume and product penetration.
Develop long-term business relationships and ensure customer retention.
Conduct periodic business reviews with key accounts.
3. Sales Planning & Revenue Generation
Prepare monthly, quarterly, and annual sales plans.
Achieve assigned sales targets in terms of revenue, volume, and profitability.
Develop customer-wise and product-wise sales forecasts.
Prepare sales budgets and business development plans.
Identify high-potential customers and prioritize business opportunities.
Monitor actual sales performance against assigned targets.
Develop strategies to increase market share and business contribution.
Track order pipeline, pending enquiries, expected closures, and future business opportunities.
4. OEM Customer Requirement Analysis
Understand the technical and commercial requirements of OEM customers.
Study customer drawings, specifications, product applications, and quality standards where relevant.
Coordinate with technical and engineering teams to identify suitable products and solutions.
Understand customer production processes and consumption requirements.
Recommend appropriate products based on application, performance, quality, and cost.
Identify opportunities for product customization and value engineering.
Coordinate product trials, sample submissions, and technical evaluations.
Ensure that proposed products meet customer specifications and application requirements.
5. Pricing, Costing & Commercial Negotiations
Prepare quotations based on customer requirements and company pricing policies.
Coordinate with costing, finance, procurement, and management teams for price approvals.
Negotiate product pricing, discounts, payment terms, and commercial conditions.
Analyze customer costing requirements and competitor pricing.
Ensure healthy contribution margins and profitability.
Handle price revisions based on raw material fluctuations, currency movements, and market conditions.
Negotiate annual rate contracts and long-term supply agreements.
Finalize commercial terms while maintaining a balance between customer satisfaction and company profitability.
6. RFQ, Enquiry & Quotation Management
Receive and analyze RFQs (Request for Quotations) from OEM customers.
Understand technical specifications, annual volume requirements, delivery schedules, and commercial conditions.
Coordinate with internal departments to prepare accurate quotations.
Submit competitive techno-commercial offers within agreed timelines.
Follow up regularly on submitted quotations and pending enquiries.
Participate in commercial discussions and negotiations.
Track enquiry conversion ratios and reasons for lost business.
Maintain records of quotations, revisions, and customer feedback.
7. Product Development & New Project Coordination
Identify new product development opportunities with OEM customers.
Coordinate with R&D, engineering, production, and quality departments.
Understand customer drawings, specifications, and project requirements.
Arrange product samples and prototype submissions.
Coordinate product testing, validation, and approval processes.
Follow up on customer trials and technical feedback.
Ensure timely completion of product approval procedures.
Support new product introduction (NPI) and new project launches.
Develop business opportunities from customer product redesigns, expansions, and new manufacturing projects.
8. Order Management & Execution
Coordinate with customers for purchase orders and order confirmations.
Ensure purchase orders are received with accurate pricing, specifications, and delivery terms.
Coordinate with production and planning teams for order execution.
Monitor order status and ensure timely delivery.
Communicate delivery schedules and dispatch updates to customers.
Coordinate with logistics and dispatch teams.
Resolve order-related issues, shortages, and delivery delays.
Ensure smooth coordination between customers and internal departments.
Monitor pending orders and maintain an updated order execution tracker.
9. Payment Follow-up & Receivables Management
Monitor customer outstanding payments and credit limits.
Coordinate with customers for timely payment realization.
Follow up on overdue invoices and pending receivables.
Coordinate with finance and accounts teams for payment reconciliation.
Resolve payment disputes, debit notes, credit notes, and invoice discrepancies.
Ensure compliance with approved credit terms.
Monitor customer credit exposure and highlight potential risks.
Support the company in maintaining healthy working capital and reducing overdue outstanding amounts.
10. Market Research & Competitor Analysis
Monitor industry trends and market developments.
Identify competitor products, pricing strategies, and market positioning.
Analyze customer purchasing patterns and market demand.
Identify new OEM industries and application segments.
Track competitor activities and new product launches.
Collect market intelligence through customer interactions and industry visits.
Recommend strategies to improve market share and competitive positioning.
Identify potential threats and opportunities in the OEM business.
11. Internal Coordination & Cross-functional Management
Coordinate with different departments to ensure smooth business operations.
Department
Coordination responsibilities
Production
Production planning, capacity, and delivery schedules
Purchase
Raw material availability and cost updates
Quality
Customer complaints, quality issues, and corrective actions
R&D / Engineering
Product development, technical specifications, and trials
Finance
Pricing approvals, credit limits, and payment collection
Logistics
Dispatch planning and delivery commitments
Customer Service
Order status, customer queries, and issue resolution
Management
Sales reviews, forecasts, business plans, and key account updates
12. Customer Complaint & Relationship Management
Handle customer complaints and escalations professionally.
Coordinate with quality and production teams to identify root causes.
Ensure timely corrective and preventive actions (CAPA).
Follow up on customer feedback and satisfaction levels.
Coordinate 8D reports and corrective action reports wherever applicable.
Maintain customer confidence through timely communication.
Prevent repeat complaints and protect long-term business relationships.

Skills
Business Development, Account Management, Sourcing, Procurement

Work arrangement
No