The Director of Sales – OEM owns the commercial performance and P&L for assigned OEM programs. This role drives revenue growth and long-term profitability through strategic account leadership, long-cycle capture, contract negotiation, and market development across Aerospace & Defense and Regional Aircraft markets. The Director leads executive-level customer engagement and partners cross-functionally to achieve Annual Operating Plan (AOP) objectives.
OEM Director of Sales Key Responsibilities
Own revenue, margin, and profitability for assigned customers, programs, and segments
Develop and execute annual business plans, forecasts, and pipeline strategies
Lead new business development and long-cycle capture from opportunity through contract award
Manage RFQs/RFPs, pricing strategies, and technical/commercial evaluations
Drive growth across OEM, Tier 1–3, and integrator channels
Analyze market and competitive dynamics to define growth priorities and go-to-market strategies
Lead negotiations for pricing, LTAs, and multi-year supply agreements
Ensure compliance with ITAR, EAR, FAR/DFARS, AS9100, and related requirements
Build trusted executive-level customer relationships and lead regular business reviews
Collaborate with Engineering, Quality, Operations, and Program Management to support program execution
OEM Director of Sales Qualifications
Bachelor’s degree in Engineering, Business, or related field (advanced degree preferred)
8–10 years of direct aerospace industry experience with proven commercial success
Experience leading long-cycle capture efforts and complex technical/commercial programs
Strong knowledge of OEM and Tier supplier procurement and program structures
Demonstrated P&L ownership and financial acumen
Experience negotiating LTAs and working in regulated environments (ITAR/EAR/FAR/DFARS)
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OEM Director of Sales Key Responsibilities
Own revenue, margin, and profitability for assigned customers, programs, and segments
Develop and execute annual business plans, forecasts, and pipeline strategies
Lead new business development and long-cycle capture from opportunity through contract award
Manage RFQs/RFPs, pricing strategies, and technical/commercial evaluations
Drive growth across OEM, Tier 1–3, and integrator channels
Analyze market and competitive dynamics to define growth priorities and go-to-market strategies
Lead negotiations for pricing, LTAs, and multi-year supply agreements
Ensure compliance with ITAR, EAR, FAR/DFARS, AS9100, and related requirements
Build trusted executive-level customer relationships and lead regular business reviews
Collaborate with Engineering, Quality, Operations, and Program Management to support program execution
OEM Director of Sales Qualifications
Bachelor’s degree in Engineering, Business, or related field (advanced degree preferred)
8–10 years of direct aerospace industry experience with proven commercial success
Experience leading long-cycle capture efforts and complex technical/commercial programs
Strong knowledge of OEM and Tier supplier procurement and program structures
Demonstrated P&L ownership and financial acumen
Experience negotiating LTAs and working in regulated environments (ITAR/EAR/FAR/DFARS)
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