Director of Sales - OEM

Hi-Lex Controls•Rochester Hills, MI

3d•Onsite

About The Position

HI-LEX is a leading global supplier of automotive components, including window regulators, door modules, power lift gate systems, and mechanical control cables. Founded in 1946 and headquartered in Japan, HI-LEX employs over 12,000 associates worldwide and has a significant manufacturing presence in the Americas. The automotive center in Rochester Hills, Michigan, houses key functions like Sales, Engineering, and Program Management. This critical leadership role is responsible for driving aggressive revenue growth, securing new business programs, and expanding HI-LEX's market share across North American automotive and diversified sectors. The Director will lead new program acquisition and oversee the sales team for key Original Equipment Manufacturers (OEMs) and Tier 1 customers. This position requires providing strategic market intelligence, optimizing the sales pipeline and commercial process, and ensuring seamless coordination between customer needs and internal capabilities.

Requirements

Bachelor’s degree in Engineering (Mechanical, Electrical, or Industrial), Business Administration, or a related technical field.
12-plus years of overall Sales and Business Development experience.
A minimum of seven years in a senior sales leadership position (Director/VP level) within the automotive Tier 1 supply base.
A successful track record of leading a high-stakes sales function that directly resulted in winning major, multi-million dollar new programs from major North American and/or global OEMs (Ford, GM, Stellantis, Toyota, Honda, etc.).
Demonstrated expertise across the entire automotive program lifecycle, including proficiency in negotiating complex commercial terms, cost analysis, and managing the financial impact of engineering changes.
Experience in strategic sales roles involving complex, engineered components or systems (e.g., actuation systems, control cables, mechatronics).
Demonstrated ability to drive revenue and manage customer relationships across a multi-facility environment, including operations in Mexico.
Mandatory experience leading Sales/BD for a Tier 1 automotive supplier with significant manufacturing operations in North America (US and Mexico).
Expert proficiency with modern Customer Relationship Management (CRM) tools (e.g., Salesforce, Dynamics) for robust pipeline management, accurate forecasting, and systematic sales reporting.
Strong technical aptitude and ability to understand and effectively articulate complex engineering and product concepts to a variety of customer technical and commercial teams.
Exceptional business acumen and ability to effectively communicate strategic sales objectives and commercial advice in written and oral forms to both internal leadership and external stakeholders.
Excellent time and project management skills to multi-task and lead multiple high-priority customer pursuits simultaneously in a fast-paced environment.
A reputation for impeccable ethics, integrity, and uncompromising moral character in all business dealings.
A working executive accustomed to leading from the front, specifically in critical customer meetings and high-stakes commercial negotiations.
Ability to travel frequently (estimated 20-30%) within Michigan, North America and occasionally to Japan for corporate alignment and review meetings.
Trusted to manage highly confidential and sensitive customer pricing, contract data, and internal business strategy matters.
An initiative-taking and energetic approach, projecting a sense that aggressive new business targets are being met responsibly and with high velocity.
Ability to lift up to 20 pounds

Nice To Haves

A Master’s degree (MBA or MS in Engineering) is highly preferred and a significant advantage.
Experience in securing new business in emerging market segments, such as Electric Vehicle (EV) components or Advanced Driver-Assistance Systems (ADAS) technology.
Experience working in a non-U.S. headquartered company would be positive, and experience in another Japanese company would be considered ideal due to cultural and business structure alignment.
Familiarity with sales practices and cultural nuances of doing business with OEMs and Tier 1s in Mexico is preferred.

Responsibilities

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.
Lead the full pursuit-to-award process for high-value new programs, utilizing deep market knowledge to prioritize targets, championing complex technical solutions, and securing the necessary internal resources for quoting and execution.
Provide executive oversight, direction, and strategy for Key Account Executive teams managing designated large OEM and Tier 1 customer accounts, ensuring overall customer satisfaction, expanding business penetration, and facilitating the resolution of high-level commercial issues.
Oversee and provide final guidance, strategy, and approval on all major commercial negotiations, including multi-year supply agreements, complex engineering change notices (ECNs), pricing strategy, and warranty/liability agreements.
Oversee the development and accuracy of sales forecasts, long-term opportunity pipeline management (including opportunities >$100M in lifetime value), and timely preparation of executive-level sales performance reports.
Hire, coach, and develop a high-performing Sales and Business Development team, establishing a clear culture of aggressive, results-driven, and ethical salesmanship with measurable performance indicators.
Systematically gather and analyze market, competitor, and customer intelligence to identify white space opportunities, influence HI-LEX’s R&D product roadmap, and maintain a clear competitive advantage.
As a member of the Senior Leadership Team (SLT), define and implement the North American commercial administration strategy, ensuring Sales objectives are aligned with HI-LEX’s global manufacturing footprint and capacity planning in the US and Mexico.
Champion the utilization and optimization of the Customer Relationship Management (CRM) system (e.g., Salesforce), establishing best-in-class Sales Operating Procedures (SOPs) for pipeline visibility, opportunity management, and systematic lead generation.
Serve as the principal internal advocate for customer needs and future product requirements, working cross-functionally with Engineering, Operations, and Program Management to ensure successful quoting, development, and flawless launch execution.
Systematically increase the throughput and responsiveness of the commercial team, ensuring a rapid, high-quality response to customer requests (RFQs, RFI's).
Cultivate and maintain deep, trusted relationships at the executive, purchasing, and engineering levels within key customer organizations to ensure HI-LEX is positioned as a preferred, long-term strategic supplier.