Director of Sales - OEM

The Company Founded in 1946, HI‑LEX is a leading supplier of window regulators, door modules, power lift gate systems, and mechanical control cables primarily serving the automotive industry, as well as power sports, marine, construction equipment, and medical device sectors. Headquartered in Takarazuka, Japan (near Osaka), and listed on the Tokyo Stock Exchange (TSE), HI‑LEX employs more than 12,000 associates across its global footprint. In the Americas region, HI‑LEX has grown steadily and now has ten (10) manufacturing facilities across the United States, Mexico, and Brazil. In the U.S., HI‑LEX operates under three divisions: HI‑LEX America in Battle Creek, Michigan; HI‑LEX Controls in Hudson, Litchfield, and Hazel Park, Michigan; and Daedong HI‑LEX of America in Cusseta, Alabama. The company’s automotive center is in Rochester Hills, Michigan and consists of Finance, Sales, Engineering, Testing, Program Management, Human Resources, Purchasing and IT. Position Summary The Director of Sales will report to the Executive Director of Sales and Business Development, located at the regional headquarters in Rochester Hills, Michigan. This high‑impact leadership role is responsible for driving aggressive revenue growth, securing new business programs, and strategically expanding HI‑LEX’s market share across the North American automotive and diversified sectors. The Director leads new program acquisition and oversees the sales team across key Original Equipment Manufacturers (OEMs) and Tier 1 customers, providing strategic market intelligence, optimizing the sales pipeline, and coordinating between customer needs and internal Engineering, Program Management, and Manufacturing capabilities in the US and Mexico. Key Roles And Responsibilities Strategic Growth Execution: Develop and drive the comprehensive North American Sales and Business Development strategy to achieve aggressive annual revenue and new business acquisition targets across all product lines. New Program Acquisition: Lead the full pursuit‑to‑award process for high‑value new programs, prioritizing targets, championing complex technical solutions, and securing necessary internal resources. Key Account Strategy & Oversight: Provide executive oversight, direction, and strategy for Key Account Executive teams managing designated large OEM and Tier 1 customer accounts. Commercial Negotiation Leadership: Oversee and provide final guidance on all major commercial negotiations, including multi‑year supply agreements, complex ECTs, pricing strategy, and warranty/liability agreements. Sales Forecasting & Reporting: Oversee development and accuracy of sales forecasts, long‑term opportunity pipeline management, and timely preparation of executive‑level sales performance reports. Sales Team Leadership & Mentorship: Hire, coach, and develop a high‑performing Sales and Business Development team, establishing a culture of aggressive, results‑driven, ethical salesmanship. Customer Intelligence: Gather and analyze market, competitor, and customer intelligence to identify white space opportunities and influence product roadmap. Commercial Strategy: As a member of the Senior Leadership Team, define and implement the North American commercial strategy, aligning sales objectives with manufacturing footprint and capacity planning. Sales Process Optimization: Champion the utilization and optimization of the Customer Relationship Management (CRM) system (e.g., Salesforce), establishing best‑in‑class SOPs for pipeline visibility and opportunity management. Voice of the Customer (VOC): Serve as the internal advocate for customer needs and future product requirements, working cross‑functionally to ensure successful quoting, development, and launch execution. Organizational Velocity: Increase throughput and responsiveness of the commercial team, ensuring rapid, high‑quality responses to customer requests. Relationship Depth: Cultivate deep, trusted relationships at the executive, purchasing, and engineering levels within key customer organizations. Qualifications Education Bachelor’s degree in Engineering (Mechanical, Electrical, or Industrial), Business Administration, or related technical field. Master’s degree (MBA or MS in Engineering) highly preferred. Functional Experience 12+ years of overall Sales and Business Development experience with at least seven years in a senior sales leadership position (Director/VP level) within the automotive Tier 1 supply base. Track record of leading a high‑stakes sales function that resulted in winning major, multi‑million dollar new programs from major North American and/or global OEMs. Expertise across the entire automotive program lifecycle, including negotiation of complex commercial terms and management of the financial impact of engineering changes. Experience in strategic sales roles involving complex, engineered components or systems (e.g., actuation systems, control cables, mechatronics). Ability to drive revenue and manage customer relationships across a multi‑facility environment, including operations in Mexico. Industry Experience Mandatory experience leading Sales/BD for a Tier 1 automotive supplier with significant manufacturing operations in North America (US and Mexico). Experience securing new business in emerging market segments such as Electric Vehicle (EV) components or Advanced Driver‑Assistance Systems (ADAS). Experience in a non‑U.S. headquartered company, particularly a Japanese company, considered ideal. Familiarity with sales practices and cultural nuances of doing business with OEMs and Tier 1s in Mexico preferred. Core Competencies Strategic Acumen: Anticipates market shifts and creates long‑term sales strategies. Negotiation & Deal Making: Structures and closes large, complex deals maximizing value. Customer & Action Orientation: Bottom‑line oriented, wins new business, service‑oriented mindset. Talent Assessment: Hires, develops, and mentors high‑performing sales talent. Relationship Management: Builds deep, trust‑based relationships with executive counterparts. Required Skills Expert proficiency with modern CRM tools (e.g., Salesforce, Dynamics) for pipeline management and forecasting. Strong technical aptitude to understand and articulate complex engineering concepts to customer and commercial teams. Exceptional business acumen and communication skills for strategic sales objectives and commercial advice. Excellent time and project management skills to lead multiple high‑priority pursuits in a fast‑paced environment. Reputation for impeccable ethics and integrity in all business dealings. Other Requirements Executive presence: Leading from the front in critical customer meetings and high‑stakes commercial negotiations. Travel: Ability to travel frequently (estimated 20‑30%) within Michigan, North America, and occasionally to Japan. Trust & Confidentiality: Manage highly confidential customer pricing, contract data, and internal strategy matters. Sense of Urgency: Initiative‑taking, energetic approach to aggressive new business targets. Executive Maturity: Perceived as a thoughtful, substantive executive with outstanding strategic ability and low ego. Physical Requirements Ability to lift up to 20 pounds. #J-18808-Ljbffr HI-LEX North America