OEM Business Development Manager- HVACR/PUMP

Schneider Electric North America; Raleigh (NC); Remote; USD 128,000 - 193,000; Full time

Job summary

A leading energy management company is seeking a skilled Business Development Manager to drive growth through new customer acquisition and opportunity development. This role involves a strong focus on industrial automation and collaboration with internal teams. Candidates should possess proven sales experience and strong communication skills, with the ability to engage technical resources effectively. Competitive compensation and a comprehensive benefits package are offered.

Benefits

Flexible work arrangements

Paid family leaves

401(k) + match

Health, dental, and vision insurance

15 days of paid time off

Qualifications

• Proven experience in industrial automation sales or business development.
• Strong understanding of drives, PLCs, HMIs, industrial software, and automation systems.
• Ability to identify and convert competitive solutions.

Responsibilities

• Lead the acquisition and incubation of high-potential new customer accounts.
• Identify and convert competitor products to Schneider Electric solutions.
• Engage with technical resources for demos and evaluations.

Skills

Industrial automation sales

Communication skills

Collaboration skills

Technical resource engagement

Competitive solution identification

Tools

CRM tools (BFO)

Planning tools (ONE PLAN)

Job description

For this U.S. based position, the expected compensation range is $128,480-$192,720 per year, which includes base pay and short-term incentive.

The compensation range for this full-time position applies to candidates located within the United States. Our salary ranges are determined by reviewing roles of similar responsibility and level. Within the salary range, individual pay is determined by several factors including performance, knowledge, job-related skills, experience, and relevant education or training. Schneider Electric also offers a comprehensive benefits package to support our employees, inclusive of medical (with member reward points), dental, vision, and basic life insurance, Benefit Bucks (credits to apply towards your benefits) flexible work arrangements, paid family leaves, 401(k) + match, well-being and recognition (including service anniversary) programs, 12 holidays per year, 15 days of paid time off per year (pro-rated in the first year of employment based on start date), opportunity to purchase company stock (eligibility depends on start date), and military leave benefits.

Lead the acquisition and incubation of high-potential new customer accounts in assigned market segments and geographies, with a strong focus on competitive conversion, strategic ecosystem development, and segment advocacy. The BDM is accountable for driving industrial automation (IA) growth through targeted prospecting, opportunity development, and collaboration with internal and external stakeholders.

Job Responsibilities:

• New Customer Acquisition & Opportunity Development
• Identify and maintain a list of target accounts (multi-site and individual).
• Convert competitor products (drives, PLCs, HMIs, computers, software) to Schneider Electric solutions.
• Progress opportunities through defined sales stages.
• Document all customer interactions in BFO (Business Field Operations).
• Use ONE PLAN templates for top accounts.
• Collaborate with ICO and Marketing to tag and platform new accounts.

• Ecosystem Development
• Map ecosystem influencers (end users, consultants, EPCs) for each account.
• Document ecosystem mapping in ONE PLAN.
• Collaborate across segments (Buildings, Data Centers, Water/Wastewater, Energy & Chemical) to influence specifications and value chain decisions.

• Segment Advocacy & Application Promotion
• Attend key trade shows (e.g., AHR Expo, WEFTEC).
• Engage with national segment organizations.
• Close prior-year active accounts with OEM team support.
• Use the CARNOT Team for inside sales on dormant accounts.
• Promote targeted applications such as:
• M173 Heat Pump
• Duplex Pump Booster Panel
• HVACR Panel
• Industrial Refrigeration Campaign

• Sales Process & Collaboration
• Prospect using distributor lists, referrals, trade shows, marketing leads, and personal network.
• Qualify and incubate leads via virtual and in-person meetings.
• Engage technical resources for demos and evaluations.
• Collaborate with local sales for pricing, prototyping, and conversion strategies.
• Transition accounts to local sales within 60 days of first purchase.

• Travel & Planning
• Travel strategically for lead qualification and incubation (2–3 customer visits per trip).
• Coordinate travel with technical resources only when needed.
• Submit call/visit plans to manager before booking.

• Development Goals
• Skill Development (50%): Complete Richardson’s Skill UP program.
• Industry Engagement (25%): Participate in organizations like Hydraulic Institute, ASHRAE, IIAR, SWPA.
• Learning (25%): Complete required corporate modules and one new learning module per quarter.

• Success Metrics
• Volume and progression of new opportunities.
• Pipeline value and closed orders.
• Ecosystem mapping and influence.
• Frequency and quality of customer engagement.
• Completion of development goals and training.
• Accurate and timely documentation in BFO.

Requirements:

• Proven experience in industrial automation sales or business development.
• Strong understanding of drives, PLCs, HMIs, industrial software, and automation systems.
• Ability to identify and convert competitive solutions.
• Excellent communication and collaboration skills.
• Experience working with cross-functional teams and technical resources.
• Willingness to travel strategically for customer engagement.
• Familiarity with CRM tools like BFO and planning tools like ONE PLAN.
• Active participation in industry organizations is a plus.
• Commitment to continuous learning and professional development.

Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.