OEM Sales Director
Hunter Recruiting, Cleveland, OH, United States
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)