Director of OEM Sales
# Director of OEM Sales **ICM Controls Corp.** · Remote · `Remote` 🕒 **Статус:** *Опубликовано: 7 дней назад* · *Источник: Indeed* --- ### About the Role Position Summary The Director of OEM Sales leads ICM Controls' OEM commercial organization and is accountable for delivering the OEM Annual Operating Plan (AOP), building sustainable profitable growth, and strengthening ICM's market coverage. The role leads execution across strategic accounts, small and mid-tier OEM growth targets, independent manufacturer's representative networks, pipeline development, CRM discipline, and team performance. This leader will inherit a focused OEM sales organization that includes a seasoned Strategic Account Director and two Associate OEM Sales Managers. The Director is expected to install a disciplined commercial operating cadence, coach and develop the team, expand ICM's representative network in priority markets, and ensure clear accountability for account coverage, opportunity progression, customer conversion, and gap-closing actions. The role reports directly to the CEO and works closely with Product Management, Engineering, Operations, Sales Operations, Finance, and the function responsible for the formal forecasting process. Key Responsibilities AOP Execution & Commercial Leadership Own execution of the OEM AOP and translate annual objectives into clear quarterly, monthly, team, account, and market priorities. Drive profitable growth by protecting and expanding existing OEM business while building a qualified pipeline of new small and mid-tier OEM opportunities. Establish a rigorous weekly and monthly operating cadence covering AOP performance, pipeline movement, account growth, rep coverage, CRM quality, customer risks, and corrective actions. Identify performance gaps early, define gap-closing actions, assign clear ownership and dates, and follow through to completion. Provide the CEO with concise, fact-based visibility to OEM performance, risks, opportunities, resource needs, and actions. Team Leadership & Talent Development Lead, coach, and hold accountable the Strategic Account Director and two Associate OEM Sales Managers. Leverage the Strategic Account Director's deep OEM experience and customer relationships while maintaining clear leadership, decision rights, and accountability within the sales organization. Develop the Associate OEM Sales Managers through structured coaching, customer exposure, technical/commercial learning, account ownership, and new-business development assignments. Set clear expectations for account management, prospecting, pipeline development, CRM usage, customer engagement, and results; address performance issues promptly and constructively. Build a culture of ownership, urgency, disciplined execution, continuous learning, and cross-functional partnership. Account Growth & New Business Development Ensure clear ownership and active coverage of priority OEM accounts, with particular emphasis on small and mid-tier OEMs where ICM's agility, technical capabilities, and responsiveness create an advantage. Lead strategic account planning and ensure the team develops actionable growth plans, stakeholder maps, application opportunities, competitive positioning, and next steps. Drive new-logo and new-program development from target identification and prospecting through technical engagement, quoting, design-in, negotiation, and conversion. Participate directly in strategic customer opportunities, negotiations, executive relationships, and escalations when leadership involvement will improve the outcome. Partner with Product Management and Engineering to align customer needs with ICM products, applications, capabilities, and new-product opportunities. Representative Network Expansion & Management Own the strategy to expand and optimize ICM's independent manufacturer's representative coverage in priority U.S. markets in support of the AOP. Identify geographic and market coverage gaps; recruit, evaluate, select, onboard, and develop new rep groups. Set clear expectations for target-account coverage, customer activity, opportunity development, CRM usage, and sales performance across the rep network. Conduct regular business reviews with rep agencies to assess results, pipeline quality, target-account activity, opportunities, and required actions. Address underperformance through coaching, territory or account changes, agency changes, or other actions needed to improve coverage and productivity. CRM, Pipeline & Commercial Discipline Make CRM the required system of record for OEM account, contact, activity, opportunity, pipeline, and next-action information; model and enforce consistent usage across the team. Ensure opportunities are current, properly staged, supported by realistic timing and probability assumptions, and actively progressed with documented next steps. Use CRM and sales analytics to assess account coverage, pipeline sufficiency, opportunity conversion, rep activity, customer risk, and performance against plan. Lead pipeline reviews and maintain strong business visibility while partnering with the function responsible for the formal forecasting process; the Director remains accountable for the quality and credibility of sales inputs and commercial assumptions. Use data to challenge assumptions, prioritize resources, and drive corrective action rather than relying solely on anecdotal customer feedback. Cross-Functional Leadership Partner with Product Management, Engineering, Operations, Sales Operations, Finance, Customer Service, Quality, and Supply Chain to support customer commitments and commercial priorities. Bring voice-of-customer, market, competitive, and application insights into product, pricing, service, and business decisions. Ensure commercial commitments are aligned internally before being made to customers and escalate risks early. Support new-product commercialization and customer launches where OEM sales leadership is required. Travel & Communication Travel approximately 50–60% is required to support customers, prospective OEMs, representative agencies, industry events, and internal business needs. Maintain clear, proactive, executive-level communication with the CEO, team members, cross-functional partners, representative agencies, and customers.
Наблюдалась 2026-10-20, впервые 2026-10-13, источник — Indeed.