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Description
This role gets DwyerOmega engineered products designed into heavy process applications and listed on end-user Approved Manufacturer Lists (AMLs) and vendor lists, so that future projects and MRO demand pull our products by name. Working upstream of the transactional sale, the BDM educates and influences the people who write process specifications: end-user engineering and reliability teams, Engineering, Procurement and Construction firms (EPCs),and System Integrators (SIs). The role owns pre-sales technical positioning, drives the approval and qualification process, and hands qualified, specified opportunities to channel partners and key account teams for fulfillment.
Success means more approved listings, more design wins, and a growing share of specified revenue across Oil and Gas, Chemical and Petrochemical, Pharmaceutical, Water and Wastewater, Power Generation, and other process verticals.
Key Responsibilities
Approved Manufacturer List (AML) and Specification Strategy
- Identify target end users whose AMLs, vendor lists and engineering standards govern instrument selection, and build a
- prioritized approval roadmap by account, site and product family.
- Lead the full qualification process: pre-qualification questionnaires, technical submittals, data sheets, certifications (e.g.,
- ATEX, IECEx, CSA, UL, SIL), quality documentation, factory acceptance and site trials.
- Secure and maintain DwyerOmega brand listings on end-user and EPC approved lists, and track renewal, audit and requalification
- requirements.
- Influence master specifications and engineering standards so DwyerOmega products are named, or written in as the basis of
- design.
- Protect existing approvals by monitoring competitive threats, specification changes and standard revisions.
EPC and System Integrator Engagement
- Build relationships with EPC instrumentation and controls leads, lead engineers, procurement and project managers on target front-end engineering design (FEED) and detailed design projects.
- Engage SIs and automation partners who define instrument selection within control system, skid and packaged-unit designs.
- Map active and planned capital projects, track them from FEED through award, and position DwyerOmega before instrument specifications and bid packages are finalized.
- Support instrument data sheets, instrument index reviews, technical bid evaluations and clarifications so DwyerOmega offers are technically compliant and preferred.
End-User Education and Pre -Sales
- Deliver technical presentations, lunch-and-learns, application workshops and on-site demonstrations to engineering, maintenance, reliability and operations teams.
- Run application assessments to match DwyerOmega technologies (e.g., pressure, temperature, level, flow, moisture and humidity, gas analysis, and network infrastructure) to process requirements.
- Develop application notes, case studies, value justifications and total-cost-of-ownership comparisons that support specification decisions.
- Coordinate trials, pilot installations and proof-ofconcept programs, and convert successful trials into approvals and standards.
Design Wins and Opportunity Conversion
- Register, document and track design wins and specified opportunities in CRM from identification through order.
- Hand specified opportunities to the right fulfillment path (channel partner, key account or inside sales) with full technical and commercial context.
- Work with channel partners so they can quote, stock and support the specified products, and protect the specification through to purchase.
- Maintain an influence pipeline that forecasts future pullthrough revenue from approvals and projects.
Market Intelligence and Strategy
- Analyze vertical markets, capital project activity and competitor positions to focus effort on the highest-value approval targets.
- Feed voice-of-customer insight on unmet applications, certifications and product gaps back to Product Management and Engineering.
- Contribute to vertical go-to-market plans, value propositions and sales playbook content for process markets.
Cross-Functional Collaboration
- Partner with Applications Engineering, Product Management and Quality to prepare submittals and resolve technical questions.
- Align with Channel Partner Management, Key Accounts and the Internal Selling Organization to convert specification into revenue.
- Work with Marketing on trade shows, technical content, campaigns and industry association presence.
- Provide regular reporting to sales leadership on approvals, design wins, pipeline and forecast.
Requirements
Required qualifications
- Bachelor's degree in Engineering (Chemical, Mechanical, Electrical, Instrumentation) or a related technical field; equivalent industry experience
- considered.
- 7 or more years in technical sales, business development or application engineering for process instrumentation, analytical or measurement products.
- Proven record of securing AML or vendor-list approvals and specification wins with major end users.
- Working relationships with EPCs and SIs, and familiarity with the capital project lifecycle (FEED, detailed design,bid, award, commissioning).
- Ability to read and contribute to instrument data sheets, P&IDs, instrument indexes and technical bid evaluations.
- Knowledge of hazardous area classifications and certifications (e.g., Class/Division, Zone, ATEX, IECEx) and relevant industry standards (e.g., API, ISA, ASME,IEC 61508/61511).
- Strong presentation skills, with the ability to educate both technical and non-technical audiences.
- Proficiency with CRM (e.g., Salesforce) and opportunity and pipeline management.
- Valid driver's license and ability to travel 50–60%, including access to refineries, plants and other industrial sites with required safety training.
Preferred qualifications
- Experience with gas analysis, moisture and dew point,thermal mass flow, or high-temperature and custom sensor technologies.
- Established network within major operators, EPCs and SIs in one or more target verticals.
- Experience in GMP-regulated environments (e.g., FDA 21 CFR Part 11) for pharmaceutical applications.
- Understanding of control system architectures (DCS, PLC, SCADA) and industrial communication protocols (HART, Modbus, Foundation Fieldbus, Ethernet/IP).
- Active participation in industry associations (e.g., ISA, AIChE, AWWA, API).
- Experience in a multi-brand organization selling through channel partners.
Salary Description
180,000