Avon, Ohio, 44011
Job description
Director of Sales – OEM
Cleveland, OH
Competitive Salary and Benefits
Overview of the Director of Sales Position
In the role of Director of Sales – OEM, you will be responsible for the commercial performance and profit and loss (P&L) for dedicated OEM programs. This position emphasizes driving revenue enhancement and sustainable profitability through strategic leadership, long-cycle capture initiatives, contract negotiations, and market expansion within the Aerospace & Defense and Regional Aircraft sectors. The Director will engage at the executive level with customers and collaborate across various functions to meet Annual Operating Plan (AOP) goals.
Primary Responsibilities of the Director of Sales
- Oversee revenue, margins, and profitability for designated customers, programs, and sectors.
- Craft and implement annual business plans, forecasts, and strategies for the pipeline.
- Lead the development of new business and manage the entire long-cycle capture process from opportunity identification to contract finalization.
- Handle RFQs/RFPs, pricing strategies, and perform technical/commercial assessments.
- Accelerate growth through OEM, Tier 1–3, and integrator channels.
- Evaluate market trends and competitive factors to establish growth priorities and market entry strategies.
- Steer negotiations regarding pricing, long-term agreements (LTAs), and multi-year supply contracts.
- Maintain adherence to ITAR, EAR, FAR/DFARS, AS9100, and other pertinent regulations.
- Foster strong, trusted relationships with executive-level customers and conduct regular business reviews.
- Work in partnership with Engineering, Quality, Operations, and Program Management to ensure effective program execution.
Qualifications Required for the Director of Sales
- Bachelor’s degree in Engineering, Business, or a related field (advanced degree preferred).
- 8–10 years of direct experience in the aerospace industry with a record of commercial achievements.
- Expertise in leading long-cycle capture initiatives and managing intricate technical/commercial programs.
- Comprehensive understanding of OEM and Tier supplier purchasing and program frameworks.
- Proven experience in P&L management and financial analysis.
- Background in negotiating LTAs and familiarity with regulated industries (ITAR/EAR/FAR/DFARS).
- Willingness to travel approximately 50%.
