Summary

The OEM Account Director is responsible for driving profitable revenue growth through strategic customer acquisition, customer retention, and expansion of existing OEM partnerships. This role serves as the primary commercial leader for the OEM business and is accountable for developing and executing sales strategies that increase market share, strengthen customer relationships, and accelerate growth across key target markets.

The OEM Account Director will build and maintain executive and operational-level relationships with  customers, identify new business opportunities, and collaborate cross-functionally with Operations, Engineering, Product Development, Marketing, and Customer Service to ensure exceptional customer experiences and long-term partnership success. This position may be remote and requires regular travel to customer locations, industry events, and company facilities. 

Key Responsibilities 

Revenue Growth & Business Development 

• Develop and execute a comprehensive OEM sales strategy focused on increasing revenue, market penetration, and profitability.
• Identify, target, and secure new OEM customers within strategic market segments.
• Build and maintain a robust sales pipeline and forecast future business opportunities. 
• Lead contract negotiations, pricing discussions, and commercial agreements.
• Monitor market trends, competitive activity, and customer needs to identify growth opportunities. 
• Develop annual sales plans, budgets, and revenue targets aligned with company objectives.

Customer Acquisition 

• Identify and qualify new business opportunities through prospecting, networking, industry engagement, and strategic partnerships.
• Develop relationships with key decision-makers, influencers, product designers, fabricators, purchasing teams and other relevant OEM stakeholders.
• Lead customer presentations, product demonstrations, and value-based sales discussions.
• Establish market expansion strategies that increase the company's presence in existing and emerging segments.
• Collaborate with cross-functional teams to ensure successful execution of strategic initiatives. 

Customer Retention & Account Growth 

• Serve as the executive sponsor for strategic OEM accounts.
• Develop customer retention programs focused on increasing loyalty, satisfaction, and long-term partnership value.
• Conduct regular business reviews with key customers to evaluate performance and identify expansion opportunities.
• Collaborate with internal teams to resolve customer concerns and ensure high service levels.
• Drive account penetration strategies that increase revenue from existing customers through new applications, product adoption, and geographic expansion. 

Glass Market Leadership 

• Serve as the company's subject matter leader for OEM glass opportunities and market trends.
• Develop expertise in architectural glass products, applications, fabrication processes, and market requirements.
• Partner with Product Development and Engineering to align product offerings with customer and market needs.
• Identify emerging opportunities within glazing systems, decorative glass, interior architectural applications, and OEM manufacturing sectors. 

Performance Management

• Maintain accurate sales forecasts, pipeline reporting, and CRM data.
• Monitor and report key performance indicators including:
• New customer acquisition
• Customer retention rate
• Revenue growth
• Gross margin performance
• Pipeline development
• Strategic account growth
• Present business performance updates to executive leadership. 

Qualifications Required

• 7+ years of progressive B2B sales leadership experience.
• Demonstrated success driving customer acquisition, retention, and revenue growth.
• Experience managing strategic accounts and complex sales cycles.
• Strong negotiation, communication, and presentation skills.
• Demonstrates strong ability to collaborate and work with a multitude of teams. 
• Ability to travel as required. 

Preferred

• Bachelors Degree in Business, Marketing or similar subjects.
• Experience within the architectural glass, glazing, building materials, specialty materials, or related OEM manufacturing industries.
• Understanding of glass fabrication, architectural specifications, and commercial construction channels is a plus.
• Experience selling to OEM manufacturers, fabricators, distributors, or architectural markets.
• Familiarity with CRM platforms and sales analytics tools.