OEM Account Director

Overview

The OEM Account Director will lead efforts to increase profitable revenue through strategic new customer acquisition, retaining existing clients, and growing OEM partnerships. Acting as the main commercial representative for the OEM division, this role designs and implements sales strategies to boost market share, foster strong customer relationships, and drive accelerated growth within targeted markets.

The position involves building and maintaining executive and operational relationships with customers, identifying opportunities for new business, and collaborating closely across departments including Operations, Engineering, Product Development, Marketing, and Customer Service to deliver excellent customer experiences and ensure long-term partnership success.

This is a remote role based in the U.S. with expected travel to customer sites, industry events, and company locations.

Key Responsibilities

• Formulate and carry out a comprehensive OEM sales strategy to maximize revenue, market penetration, and profitability.
• Locate, target, and win new OEM customers within key strategic segments.
• Maintain a healthy sales pipeline and produce accurate sales forecasts to plan future opportunities.
• Lead negotiations involving contracts, pricing, and commercial agreements.
• Stay informed on market trends, competitor activities, and customer requirements to uncover growth areas.
• Develop annual sales plans, budgets, and revenue goals in alignment with corporate objectives.
• Identify and qualify new business prospects through prospecting, networking, industry involvement, and strategic partnerships.
• Build relationships with essential decision-makers, influencers, designers, fabricators, purchasing teams, and other OEM stakeholders.
• Conduct customer presentations, product demonstrations, and value-oriented sales discussions.
• Devise market expansion plans to broaden the company’s footprint in existing and emerging markets.
• Work collaboratively across functions to ensure successful execution of strategic initiatives.
• Act as the executive sponsor for key OEM strategic accounts to strengthen partnerships.
• Design and implement customer retention initiatives aimed at boosting loyalty, satisfaction, and partnership longevity.
• Hold regular business reviews with key accounts to assess performance and identify expansion areas.
• Partner with internal teams to promptly resolve customer issues and maintain high service standards.
• Pursue account growth strategies to increase revenue from existing clients via new applications, product adoption, or geographic growth.
• Keep accurate records of sales forecasts, pipelines, and CRM data.
• Track and report essential KPIs including new customer acquisition, customer retention, revenue growth, gross margins, pipeline health, and strategic account expansion.
• Present regular business performance updates to executive leadership.

Qualifications

• At least 7 years of progressive B2B sales leadership experience.
• Proven track record in customer acquisition, retention, and revenue growth.
• Experience managing strategic accounts and navigating complex sales cycles.
• Exceptional negotiation, communication, and presentation abilities.
• Strong collaborative skills working effectively with diverse teams.
• Willingness and ability to travel as required.

• Preferred Qualifications:
• Bachelor’s degree in Business, Marketing, or related field.
• Background in architectural glass, glazing, building materials, specialty materials, or related OEM manufacturing fields.
• A solid understanding of glass fabrication processes, architectural specifications, and commercial construction channels.
• Experience selling to OEM manufacturers, fabricators, distributors, or architectural sector clients.
• Familiarity with CRM platforms and sales analytics tools.

Location & Travel

• Remote position within the United States.
• Required travel to customer sites, industry events, and company offices.