Cashco is a well-established designer, manufacturer, and servicer of a broad line of industrial control products. Products include pressure regulators, control valves, controllers, pressure/vacuum relief vents, and flame and detonation arrestors. Cashco services customers in industries including industrial gas, chemicals, terminal storage, electronics, food and pharmaceuticals, through a worldwide network of offices and representatives. For more information, please visit www.cashco.com. Position Title: OEM Business Development Representative Reports To: Director of Global Projects Location: Houston TX Travel: 50%+, depending on territory and project location Position Summary The OEM Business Development Representative is responsible for supporting the identification, development, and acquisition of high-value business with Original Equipment Manufacturers (OEM) and system/equipment packager (Packager) firms. This role combines strategic selling, technical knowledge, and relationship management to assist in securing contracts that involve complex stakeholder ecosystems and multi-phase decision processes. Success in this role contributes to private equity value creation goals through margin expansion, market penetration, and multi-year revenue streams. OEM Business Development & Account Management - Develop and grow relationships with key OEMs to position the company as a preferred technology supplier.
- Understand OEM design cycles, specifications, and commercial models to align value propositions and ensure early-stage engagement.
- Negotiations on pricing, commercial risks, and performance commitments that balance strategic growth with profitability.
- Monitor trends in OEM platforms, R&D priorities, and value chain dynamics to inform go-to-market strategy.
Project Specification & Pursuit Strategy - Identify and proactively pursue OEM capital projects through spec-influence, consultative engagement, and early design participation.
- Build relationships with designers, engineers, and other influencers at OEM firms to ensure product inclusion in bid specs.
- Functionally support pursuit teams across functions (sales, applications, estimating, and fulfillment) to develop tailored technical and commercial proposals.
- Track project timelines, influence decision-makers, and manage long-cycle sales efforts through to award and execution
Cross-Functional Coordination & Execution - Partner with Applications Engineering, Marketing, Supply Chain, and Operations to deliver on complex customer requirements.
- Ensure accurate forecasting, CRM documentation, and alignment with OEM project timelines.
- Provide handoff to project execution or customer service teams while remaining engaged during critical milestones.
Market Intelligence & Commercial Strategy - Monitor competitive activity, pricing dynamics, and shifts in OEM sourcing strategies or project demand.
- Provide cross-functional feedback to shape roadmap, collateral, and bid support materials.
- Contribute to territory planning, vertical strategies, and thought leadership around long-cycle sales.
Private Equity Value Creation Alignment - Support enterprise value by developing long-term contracts and high-margin project wins.
- Improve forecast accuracy for strategic sales and build repeatable OEM business development practices.
- Drive pipeline visibility and win-rate improvement across complex, strategic sales motions.
Required Qualifications - 7–10+ years of experience in technical sales and business development to OEMs and/or Packagers in a business development
- Demonstrated success managing complex, long-cycle B2B sales involving multiple stakeholders and technical requirements.
- Strong understanding of OEM account structures, project sales cycles, and specification-based influence models and managing pipelines and forecasts.
- Excellent communication, relationship-building, and cross-functional leadership skills.
Preferred Qualifications - Industrial, manufacturing, capital equipment, or engineered systems background strongly preferred.
- Prior sales experience working with OEMs to secure inclusion in specifications
- Exposure to private equity-backed or high-performance growth environments is desirable.
- Bachelor’s degree in Engineering, Business, or related technical/commercial field.
Key Competencies - Strategic and consultative selling
- Technical credibility and influence
- Complex stakeholder management
- Project management and commercial coordination
- Proactive pursuit and pipeline development
- Negotiation and value articulation
Requirements - Ability to travel frequently within the assigned region by car, plane, or other means of transportation.
- Ability to sit for extended periods of time while working on a computer, attending meetings, or traveling.
- Ability to stand and walk for extended periods during client visits.
- Occasionally lift, carry, and transport materials (up to 20–30 lbs).
We are proud to be an Equal Opportunity Employer. We celebrate diversity, value inclusion, and are committed to providing equal opportunities to all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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