OCM Commercial Manager

Commercial Manager – Oil Condition Monitoring (OCM), US

Job Purpose

The Commercial Manager leads the Oil Condition Monitoring (OCM) business unit's revenue growth and market expansion across North America. This dynamic leadership role combines direct sales responsibility with team management, requiring a results-driven professional who excels at both individual achievement and team development. The Commercial Manager oversees Key Account Managers serving our top-100 customers, drives new business acquisition, and collaborates with OCM leadership to identify and penetrate emerging markets. The role demands flexibility, accessibility during extended hours, and responsiveness to client and employee needs across time zones and weekends.

Primary Responsibilities

- Sales Strategy & Execution: Develop and implement comprehensive sales strategies that drive sustainable growth across both existing and new customer segments

- Team Leadership: Lead, coach, and expand the North American sales team to consistently achieve and exceed annual sales targets

- Key Account Management: Build and maintain strategic relationships with senior decision-makers at top-tier customers; serve as primary contact for high-value accounts

- Pipeline Management: Personally manage a significant sales opportunity pipeline while overseeing the broader team pipeline and forecasting

- Market Development: Partner with OCM leadership to identify emerging markets, refine go-to-market approaches, and capitalize on growth opportunities

Secondary Responsibilities

- Sales Coaching & Development: Mentor sales team members on negotiation techniques, customer engagement strategies, and professional development

- Performance Management: Monitor KPIs, analyze sales metrics, identify performance gaps, and recommend process improvements

- Forecasting & Analysis: Prepare accurate monthly, quarterly, and annual sales forecasts; conduct market and competitive analysis

- Customer Solutions: Ensure timely, effective solutions aligned with client needs and organizational capabilities

- Cross-Functional Collaboration: Partner with Marketing to develop campaigns, messaging, and collateral that support sales initiatives

- CRM Management: Maintain accurate customer and opportunity data in Salesforce; ensure data integrity and reporting compliance

- Customer Negotiation: Lead negotiations and close complex agreements with enterprise-level customers

Required Qualifications

- Experience:

- Minimum 5+ years as a National/Regional Sales Manager in a B2B environment

- Proven track record managing and developing high-performing sales teams

- Demonstrated success with consultative selling and complex deal cycles

- Experience in industrial services, condition monitoring, or related technical fields (preferred)

- Technical Competencies:

- Advanced proficiency with Salesforce CRM and Microsoft Office Suite

- Strong analytical skills with ability to interpret sales metrics and KPIs

- Understanding of sales forecasting methodologies and pipeline management

- Professional Skills:

- Excellent negotiation and closing abilities

- Outstanding communication skills (written and verbal)

- Strong interpersonal and team management capabilities

- Problem-solving mindset with ability to think strategically

- Ability to build trust and credibility with C-suite and operational leaders

- Personal Attributes:

- High energy and self-motivated approach to sales

- Ability to thrive under pressure and adapt quickly to market changes

- Collaborative approach to working with diverse, geographically dispersed teams

- Comfort with ambiguity and ability to pivot strategies as needed

Education & Availability

- Education: Bachelor's degree in Sales, Business Administration, Marketing, or related field

- Travel: Availability to travel nationally up to 50%; flexibility for client visits and team engagement

- Hours: Willingness to work extended and non-traditional hours; accessibility during evenings and weekends as needed for client support

- Work Environment: Experience thriving in complex, global matrix organizations

Why Bureau Veritas?

Bureau Veritas is a global leader in testing, inspection, and certification. The OCM team delivers critical asset monitoring solutions that help clients optimize equipment performance and prevent costly downtime. This role offers the opportunity to lead a dynamic team, drive significant revenue growth, and make a tangible impact on client success across North America.