OEM Account Manager (Commercial HVAC&R)

*This is a remote position supporting OEM customers throughout North America*Position Summary

Sanhua is seeking an OEM Account Manager to develop and grow HVAC&R OEM business across North America. This role combines technical expertise, business development, customer relationship management, and sales execution to drive sustainable and profitable growth.

The successful candidate will build strategic relationships across customer organizations, identify and convert new business opportunities, and collaborate with global cross-functional teams to ensure excellent customer support and long-term success.

Key Responsibilities

OEM Account Management

• Develop and maintain strong relationships with OEM customers across Engineering, Procurement, Quality, Supply Chain, Finance, and Management functions.
• Create and execute strategic account plans to increase market share and expand customer partnerships.
• Drive long-term account growth and customer satisfaction.

Business Development

• Identify new applications, product opportunities, customer platforms, and growth initiatives.
• Lead opportunities from inquiry and RFQ through testing, qualification, approval, and production launch.
• Expand Sanhua's presence within existing and new OEM accounts.

Sales Cycle Ownership

• Manage the complete sales cycle from customer inquiry to quotation, order fulfillment, delivery, and post-sales support.
• Ensure internal actions and customer commitments are completed accurately and on time.
• Serve as the primary point of contact for assigned accounts.

Commercial Performance Management

• Prepare quotations and proposals.
• Lead pricing discussions and contract negotiations.
• Apply value-based selling principles to achieve revenue, growth, and profitability goals.

Cross-Functional Coordination

• Work closely with Engineering, Product Management, Quality, Manufacturing, Supply Chain, Customer Service, and Finance teams.
• Resolve technical, quality, delivery, invoicing, and commercial issues impacting customers.
• Support smooth project execution and customer satisfaction.

Receivables & Inventory Management

• Partner with Finance and customers to support timely collection of overdue receivables.
• Assist in resolving payment-related concerns.
• Support inventory planning and customer stocking agreements.
• Review inventory levels regularly and address excess or slow-moving inventory through proactive customer communication.

Pipeline Management & Reporting

• Maintain accurate opportunity, forecast, and account information within Salesforce or other CRM systems.
• Develop monthly KPI plans and monitor performance against established goals.
• Submit KPI summaries, sales reports, and account updates within required deadlines.

Market Intelligence

• Monitor competitor activities, technologies, pricing trends, refrigerant regulations, and customer roadmaps.
• Share market insights and recommendations with internal stakeholders.

Customer Engagement

• Conduct regular customer visits, business reviews, technical presentations, and commercial discussions.
• Build trust and strengthen customer relationships through consistent engagement.

Additional Responsibilities

• Perform additional projects, tasks, and responsibilities assigned by management as business needs evolve.

Qualifications

Education

• Bachelor's degree in Engineering required.
• Mechanical Engineering, HVAC&R, Refrigeration, Thermal Engineering, or related field preferred.

Experience

• Minimum of 5 years of experience managing OEM customers within the HVAC&R industry.
• Proven success in OEM account management, business development, RFQs, pricing negotiations, product qualification, and strategic account planning.
• Experience using Salesforce or comparable CRM systems.
• Demonstrated ability to work effectively within cross-functional and international organizations.
• Experience collaborating within a global organization and working across diverse cultures.
• Strong presentation, communication, and stakeholder management skills.

Knowledge & Skills

• Strong understanding of HVAC&R systems, applications, components, and OEM business practices.
• Knowledge of industry competitors, technologies, pricing strategies, and market trends.
• Strong commercial acumen and negotiation skills.
• Excellent analytical, organizational, and problem-solving abilities.
• Ability to develop strategic account plans and drive profitable growth.
• Experience managing the complete customer lifecycle, including order execution, invoicing coordination, inventory management, and receivables support.
• Ability to manage multiple priorities while maintaining strong attention to detail and accountability.
• Proficiency in Microsoft Office and CRM platforms.

Core Competencies

• Customer Relationship Management
• Strategic Account Management
• Business Development
• Opportunity Identification and Conversion
• Sales Cycle Management
• Revenue and Margin Growth
• Inventory and Commercial Discipline
• Cross-Functional Collaboration
• Communication and Influencing Skills
• KPI and CRM Reporting
• Accountability and Execution
• Adaptability and Cross-Cultural Effectiveness
• Results-Oriented Mindset
• Proactive Problem Solving

Preferred Qualifications

• HVAC&R industry certifications.
• Sales, business development, or technical certifications.
• Mandarin Chinese language skills are a plus.

Additional Information

Language Requirements

• Excellent written and verbal English communication skills required.
• Mandarin Chinese preferred.

Work Location

• Candidate must be willing to work from a company-designated location based on business needs and customer proximity.
• The role is customer-facing and may be aligned with key OEM accounts to support regular customer engagement.

Travel Requirements

• Approximately 40% to 50% travel throughout North America.
• Travel will primarily support customer visits, business reviews, technical and commercial discussions, new business development activities, and industry events.
• Occasional international travel may be required.

Sanhua is an equal opportunity employer and values diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic.

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