Job description
*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.
Originally posted on Himalayas
Who can apply
Eligible countries: United States. Accepted UTC offsets: UTC-10, UTC-9, UTC-8, UTC-7, UTC-6, UTC-5, UTC+14. Review the full description for employer-specific work authorization, residency and schedule requirements.