Key Accounts (OEM) Sales Manager
About The Position
The Key Accounts (OEM) Sales Manager will assume strategic ownership of existing OEM house accounts, including major cabinet, kitchen, and furniture manufacturers. This role involves building and expanding long-term executive relationships to drive revenue and margin growth, establishing pricing strategies, and leading commercial negotiations for contracts and supply agreements. Additionally, the manager will identify, target, and acquire new mid-sized OEM customers, developing tailored go-to-market strategies and managing a pipeline of prospective clients. Collaboration with internal teams like operations, customer service, engineering, and finance is crucial for onboarding new customers and ensuring commercially viable terms. The role also requires partnering with engineering and product development to align product offerings with market requirements, translating customer feedback into product enhancements, and contributing to product roadmaps. Maintaining accurate sales data in CRM, utilizing data-driven sales management practices, and providing regular business reviews to leadership are also key responsibilities. Travel up to 40-60% within North America is expected for customer visits, trade shows, and account development.
Requirements
- Bachelor’s degree in Business, Marketing, Engineering, or related field (MBA preferred)
- 10+ years of progressive sales leadership experience in OEM, manufacturing, or building products
- Proven success managing large OEM accounts and developing new mid-sized OEM customers
- Experience in kitchen hardware, cabinet components, furniture hardware, or adjacent industries
- Demonstrated leadership in pricing strategy, margin management, and commercial negotiations
- Strong understanding of manufacturing cost structures, value-based pricing, and supply chain economics
- Exceptional negotiation, leadership, and cross-functional collaboration skills
Nice To Haves
- MBA
Responsibilities
- Assume strategic ownership of all existing OEM house accounts, including major cabinet, kitchen, and furniture manufacturers.
- Build, maintain, and expand long-term executive relationships with key OEM customers to drive sustainable revenue and margin growth.
- Establish and lead pricing strategies for OEM accounts, including list pricing, customer-specific price agreements, discounts, rebates, and cost pass-through mechanisms.
- Lead commercial negotiations for contracts, pricing frameworks, rebate programs, and long-term supply agreements.
- Balance customer requirements with internal cost structures to ensure margin targets are met.
- Forecast sales and gross margin performance, manage budgets, and track results against revenue and profitability objectives.
- Identify, target, and acquire new mid-sized OEM customers within the kitchen, cabinet, and furniture manufacturing segments.
- Develop tailored go-to-market strategies that define product scope, pricing models, service levels, and growth pathways.
- Own the commercial structure of new accounts, including introductory pricing, volume incentives, and long-term pricing scalability.
- Build and manage a structured pipeline of prospective OEM customers from initial engagement through onboarding and ramp-up.
- Collaborate with operations, customer service, engineering, and finance to ensure new customers are onboarded with commercially viable terms.
- Establish scalable account management and pricing frameworks to grow mid-sized OEM customers into long-term strategic partners.
- Partner closely with engineering and product development teams to align product offerings and target pricing with OEM and market requirements.
- Translate customer feedback, application challenges, and cost constraints into product enhancements and new development initiatives.
- Contribute to product roadmaps for hinges, drawer slides, and accessory hardware with a focus on value, differentiation, and margin.
- Support customization and private-label solutions while ensuring pricing accurately reflects complexity and cost.
- Maintain accurate pipeline, forecasting, pricing activity, and opportunity tracking within CRM.
- Utilize Data-driven sales management practices to support forecasting accuracy and strategic planning.
- Provide regular business reviews and market intelligence updates to leadership.
Benefits
- Competitive base salary plus performance-based incentive tied to revenue growth, profitability, and strategic account
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
