Business Development Manager

OPW Fueling Components, LLC; Houston (TX); On-site; USD 90,000 - 130,000; Full time

Job summary

OPW Fueling Components, LLC is seeking a Business Development Manager for the South Central/East region. This remote role drives commercial growth for In-Bay Automatic and connected solutions, partnering with distributors and end customers to position our vehicle wash portfolio as the preferred option, including payments and back-office integrations.

You will build regional account plans, identify win strategies, educate partners, and maintain forecasting discipline while collaborating with

Qualifications

• Bachelor's degree or equivalent experience in a related field.
• 5+ years of progressive commercial experience in capital equipment, technology, industrial, or solutions-based selling.
• Ability to shape, structure, and close complex deals.
• Strong commercial acumen and understanding of financial drivers.
• Experience with distribution models and multi-channel sales.
• Comfort in technical environments and ecosystems integration.
• Proven track record of quota attainment and commercial impact.
• Proficient in MS Office; intermediate CRM experience (Salesforce preferred).

Responsibilities

• Drive market share growth for South Central/East through Direct and Distribution channels.
• Own In-Bay Automatic market while supporting tunnel, payment, and chemical lines.
• Identify competitive displacement opportunities and craft win strategies.
• Structure offers to unlock multi-site conversions and long-term adoption.
• Develop knowledge of vehicle wash market, including payment-system integrations.
• Educate channel partners to position and sell our products.
• Build regional account plans targeting high-value operators and distributors.
• Maintain forecasting and pipeline discipline aligned to revenue targets.
• Serve as regional SME for In-Bay Automatic with cross-functional collaboration.
• Travel domestically ~50% to support installations and services.

Skills

Strong commercial acumen

Deal shaping/closing

Channel/multi-channel sales

CRM familiarity

Education

Bachelor's degree in related field or related work experience

Tools

Salesforce

Microsoft Office

Job description

This is a remote position with preference given to candidates who live in the following states: Texas, Louisiana, Mississippi, Alabama, Georgia, Florida, Oklahoma, Arkansas or Tennessee.

In-Bay Automatic and Tunnel washes are a high-momentum product with significant upside in a market ready for disruption. As a Business Development Manager (South Central/East), you will lead the commercial charge in your region to accelerate adoption across both Direct and Distribution channels. You will partner with distributors and directly with end customers to position our product portfolio as the preferred Vehicle Wash Solution - shaping deals, structuring creative commercial solutions, and expanding VWS's ecosystem footprint. If you are energized by building, competing, and winning in complex commercial environments, this is a role with real impact.

What You’ll Do

• Drive Vehicle Wash market share growth across the South Central/East region through Direct and Distribution channels.
• Own the In-Bay Automatic market while supporting the tunnel product line, Payment Solutions and chemical market.
• Identify competitive displacement opportunities and develop structured win strategies.
• Creatively structure commercial offers that unlock multi-site conversions and long-term product adoption.
• Develop deep knowledge of the vehicle wash market, including how payment systems integrate into POS, dispensers, payment, and back-office ecosystems.
• Educate and enable channel partners to confidently position and sell our products.
• Build account plans targeting high-value regional operators and distributors.
• Maintain accurate forecasting and pipeline discipline aligned to regional revenue targets.
• Serve as the regional subject matter leader for the In-Bay Automatic products while influencing cross-functional teams (product, service, marketing) to support growth.
• Domestic travel approximately 50% to support and sell Acme Cryogenics installations and services at customer sites

What Winning Looks Like (12-18 Months)

• Measurable customer conversion to VWS products across the South Central and southeastern regions.
• Successful competitive conversions with structured, repeatable playbooks.
• In-Bay Automatic consistently positioned as part of broader VWS solution sets.
• Strong distributor engagement and pull-through activity.
• A robust, predictable pipeline that supports aggressive growth targets.

What You’ll Bring

• Bachelor's degree in related field or related work experience.
• 5+ years of progressive commercial experience in capital equipment, technology, industrial, or solutions-based selling.
• Demonstrated ability to shape, structure, and close complex deals.
• Strong commercial acumen - you understand how customers make money and how to align offers to their financial drivers.
• Experience working through distribution models and/or multi-channel sales structures.
• Comfort operating in technical environments and learning how solutions integrate within broader ecosystems.
• A history of winning - quota attainment, share gains, or measurable commercial impact.
• Proficient in Microsoft Office Suite.
• Intermediate working knowledge of SalesForce.com or similar CRM tool

The Ideal Candidate Will Also Bring

• Familiarity with vehicle wash equipment and/or retail fuel environments.
• Technical understanding of vehicle wash equipment, chemistry, and payment solutions.
• Experience selling into multi-site regional operators.

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