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Position: Director of Sales, OEM

Position Summary

The Director of OEM Sales is a remote position, responsible for leading and executing the sales strategy for existing key accounts (80s customers) to drive revenue growth within target OEM segments. This role is responsible for building strategic partnerships, managing key accounts, and expanding market share through innovative solutions and strong customer relationships, focuses on building long-term partnerships, driving revenue growth from existing accounts (share of wallet), and managing a high-performing sales team. The ideal candidate will have deep industry knowledge, strong relationship-building skills, and a proven track record in OEM sales.

Essential Duties & Responsibilities:

Strategic Growth: Develop and implement a comprehensive sales strategy for select OEM markets to achieve revenue and profitability targets. Identify and pursue new business opportunities with existing OEM customers to expand share of wallet.
Customer Focus: Build and maintain strong relationships with key OEM customers and stakeholders
Customer Satisfaction: Build and maintain account specific scorecards to ensure alignment with customer and performance on KPIs
Customer Management: Lead contract negotiations, pricing strategies, and long-term agreements. Negotiate and close complex, multi-million-dollar contracts ensuring favorable terms and long-term partnerships.
Market Landscape: Monitor market trends, account trends, competitor activity, and customer feedback to inform strategic decisions. Collaborate with product management and engineering teams to deliver customized solutions that meet OEM requirements.
Team Leadership: Lead and mentor a team of Key Account Managers, setting performance goals, KPIs, and foster a high-performance culture.
Commercial Excellence: Develop, Implement, and maintain a playbook for best in class Key Account Management, leveraging CRM, Key Account Plans, and internal/external scorecards
Financial Oversight: Develop and manage budgets, forecasts, and business operating plans, and reporting for the OEM sales segment.
Functional Responsibility: Deep knowledge in all necessary aspects (market, strategy, technical, commercial) of assigned accounts.
Capture Mindshare: Represent the company at industry events, trade shows, and customer meetings.

Skills & Attributes:

Communication: Excellent verbal and written communication, presentation, and interpersonal skills.

Customer Focus: Deep understanding of customer needs and satisfaction

Business Acumen: Strong understanding of OEM business model and supply chain dynamics

Strategic Sales Planning - Ability to design and execute OEM-focused sales strategies aligned with business objectives.

Key Account Management - Expertise in managing large, complex OEM accounts and building long-term partnerships.

Negotiation & Contract Management - Skilled in negotiating multi-million-dollar agreements and ensuring favorable terms.

Market Analysis & Business Development - Strong capability to identify new OEM opportunities, analyze market trends, and drive growth.

Leadership & Team Development - Experience leading sales teams, coaching, and driving performance.

Financial Acumen - Understanding of pricing strategies, P&L management, and forecasting.

Technical Knowledge - Familiarity with industrial products, manufacturing processes, and OEM integration requirements.

CRM & Digital Tools - Proficiency in CRM platforms (JD Edwards) and data-driven decision-making.

Technical Proficiency: Experience with CRM platforms and data-driven decision making

Behaviors:

Strategic Execution - Translates business objectives into actionable OEM sales strategies. Prioritizes high-impact opportunities and allocates resources effectively.

Relationship Building - Develops deep, trust-based relationships with OEM clients and key stakeholders. Maintains consistent engagement to strengthen long-term partnerships.

Influence & Negotiation - Demonstrates strong persuasion skills in complex contract negotiations. Balances customer needs with company profitability.

Data-Driven Decision Making - Uses market intelligence and analytics to guide strategy and forecasting. Monitors KPIs and adjusts plans proactively.

Collaboration - Works cross-functionally with engineering, product development, and operations.

Encourages team alignment and shared accountability.

Adaptability - Responds quickly to changing market conditions and customer requirements.

Embraces innovation and continuous improvement.

Leadership - Inspires and motivates sales teams to achieve ambitious goals. Coaches and develops talent for long-term success.

Resilient - Maintains performance under pressure and adapts to changing circumstances

Ethical - Upholds high ethical standards in all business dealings.

Proactive: Assesses needs and potential risk scenarios in advance to mitigate adverse impact to the business.

Results Oriented: maintains focus on outcomes; setting and achieving ambitious goals

Education & Experience:

Bachelor’s degree in a relevant technical discipline (Mechanical Engineering, Industrial Engineering, or related field).

MBA preferred for advanced business and strategic management expertise.

Experience:

10+ years of progressive experience in B2B sales leadership within the industrial equipment sector.
Demonstrated success in:
- Driving strategic growth and executing long-term OEM sales strategies.
- Managing complex sales cycles and negotiating multi-million-dollar contracts.
- Building and maintaining large, complex OEM relationships across global markets.
Proven ability in:
- Leading and developing high-performing sales teams.
- Sales forecasting, budgeting, and P&L management.

• Experience: Leading and developing sales teams and sales forecasting

Position: Director of Sales, OEM

Position Summary

The Director of OEM Sales is responsible for leading and executing the sales strategy for existing key accounts (80s customers) to drive revenue growth within target OEM segments. This role is responsible for building strategic partnerships, managing key accounts, and expanding market share through innovative solutions and strong customer relationships, focuses on building long-term partnerships, driving revenue growth from existing accounts (share of wallet), and managing a high-performing sales team. The ideal candidate will have deep industry knowledge, strong relationship-building skills, and a proven track record in OEM sales.

Essential Duties & Responsibilities:

Strategic Growth: Develop and implement a comprehensive sales strategy for select OEM markets to achieve revenue and profitability targets. Identify and pursue new business opportunities with existing OEM customers to expand share of wallet.
Customer Focus: Build and maintain strong relationships with key OEM customers and stakeholders
Customer Satisfaction: Build and maintain account specific scorecards to ensure alignment with customer and performance on KPIs
Customer Management: Lead contract negotiations, pricing strategies, and long-term agreements. Negotiate and close complex, multi-million-dollar contracts ensuring favorable terms and long-term partnerships.
Market Landscape: Monitor market trends, account trends, competitor activity, and customer feedback to inform strategic decisions. Collaborate with product management and engineering teams to deliver customized solutions that meet OEM requirements.
Team Leadership: Lead and mentor a team of Key Account Managers, setting performance goals, KPIs, and foster a high-performance culture.
Commercial Excellence: Develop, Implement, and maintain a playbook for best in class Key Account Management, leveraging CRM, Key Account Plans, and internal/external scorecards
Financial Oversight: Develop and manage budgets, forecasts, and business operating plans, and reporting for the OEM sales segment.
Functional Responsibility: Deep knowledge in all necessary aspects (market, strategy, technical, commercial) of assigned accounts.
Capture Mindshare: Represent the company at industry events, trade shows, and customer meetings.