Director of OEM Sales

Job Description

Job Description

Position Summary:

The Director of OEM Sales leads the OEM commercial organization and is accountable for delivering the OEM Annual Operating Plan (AOP), building sustainable profitable growth, and strengthening 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 the 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, representative 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 into 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 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 products, applications, capabilities, and new-product opportunities.

Representative Network Expansion & Management:

• Own the strategy to expand and optimize the independent manufacturer's representative network across priority U.S. markets in support of the AOP.

• Identify geographic and market coverage gaps; recruit, evaluate, select, onboard, and develop new representative groups.

• Set clear expectations for target-account coverage, customer activity, opportunity development, CRM usage, and sales performance across the representative network.

• Conduct regular business reviews with representative 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, representative 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.

\nCompany Description

W3Global was established in 2006 in Fremont, CA with a vision: simplify the recruiting process and develop an industry-disrupting platform to connect candidates with clients. Our cutting-edge Applicant Tracking System enables us to find the right person for the right job, creating value for job seekers and employers. While W3Global initially focused on IT staffing, we have expanded the business to serve many other industries, including accounting and finance, legal, engineering, human resources, government and more.

We’re proud of the investments we’ve made in our team, having grown from four to 1000 employees and evolving into one of the leading recruitment and staffing solution providers in the industry. Our recruiters and account managers are passionate about connecting qualified professionals with the right positions in small, medium, and large companies.

Our Services
W3Global understands the natural ups and downs of an organization’s staffing needs. We are continuously adapting to industry and economic changes to find the right candidates.

We specialize in placing permanent, direct, contract, and temporary positions for companies of any size. Our recruiting services include sourcing, recruiting, screening, interview management, salary negotiations, training, and onboarding.

We are committed to helping organizations redefine their recruitment process by delivering our SaaS-based proprietary application tracking system software.

Our Expertise
W3Global has been delivering staffing solutions for nearly two decades; we know which recruiting strategies work best. Our expert team is committed to developing a customized solution to fit your company’s unique needs.

As a W3Global client, you’ll also receive personalized assistance from a seasoned team of staffing specialists. We are committed to providing both technical support and industry expertise to simplify the hiring process. We know that your time matters. W3Global will help you streamline the hiring process, getting it done and getting it right.

Company Description

W3Global was established in 2006 in Fremont, CA with a vision: simplify the recruiting process and develop an industry-disrupting platform to connect candidates with clients. Our cutting-edge Applicant Tracking System enables us to find the right person for the right job, creating value for job seekers and employers. While W3Global initially focused on IT staffing, we have expanded the business to serve many other industries, including accounting and finance, legal, engineering, human resources, government and more.\r\n\r\nWe’re proud of the investments we’ve made in our team, having grown from four to 1000 employees and evolving into one of the leading recruitment and staffing solution providers in the industry. Our recruiters and account managers are passionate about connecting qualified professionals with the right positions in small, medium, and large companies.\r\n\r\nOur Services\r\nW3Global understands the natural ups and downs of an organization’s staffing needs. We are continuously adapting to industry and economic changes to find the right candidates.\r\n\r\nWe specialize in placing permanent, direct, contract, and temporary positions for companies of any size. Our recruiting services include sourcing, recruiting, screening, interview management, salary negotiations, training, and onboarding.\r\n\r\nWe are committed to helping organizations redefine their recruitment process by delivering our SaaS-based proprietary application tracking system software.\r\n\r\nOur Expertise\r\nW3Global has been delivering staffing solutions for nearly two decades; we know which recruiting strategies work best. Our expert team is committed to developing a customized solution to fit your company’s unique needs.\r\n\r\nAs a W3Global client, you’ll also receive personalized assistance from a seasoned team of staffing specialists. We are committed to providing both technical support and industry expertise to simplify the hiring process. We know that your time matters. W3Global will help you streamline the hiring process, getting it done and getting it right.