Senior OEM Sales Manager

Carlisle Construction Materials•Richmond, VA

6d•Remote

About The Position

The Sr. OEM Sales Manager leads the TyrFil OEM sales strategy for an assigned global business, owning revenue, margin, and growth targets for the business. This role builds and sustains executive-level relationships with OEMs, dealers, and distribution partners; negotiates multi-year supply and pricing agreements; and translates divisional objectives into an executable regional plan. The incumbent serves as the senior commercial authority in region, setting account priorities, guiding pricing and product positioning, mentoring less experienced sales team members, and partnering with Engineering, Procurement, Operations, and Product Management to convert OEM opportunities into long-term platform wins.

Requirements

Knowledge of the tire, construction equipment, and/or material handling industries, including OEM sales channels, dealer networks, and aftermarket dynamics
Knowledge of OEM product development and sourcing processes sufficient to influence specifications with Engineering and Procurement stakeholders
Knowledge of commercial fundamentals including pricing strategy, margin management, contract terms, and forecasting
Knowledge of computer software including Excel, PowerPoint, Teams, CRM, and ERP systems
Advanced negotiation, presentation, and executive communication skills, including excellent written and verbal communication
Strategic account planning and territory management skills, with demonstrated ability to build and execute a multi-year growth plan
Coaching and mentoring skills sufficient to develop less experienced sales professionals
Ability to lead cross-functional teams and influence outcomes without direct authority
Ability to manage complex, long-cycle sales projects while prioritizing competing demands across a broad territory
Ability to analyze market, competitive, and financial data and translate it into commercial action
Ability to work independently with minimal supervision and to safely operate a company vehicle
Bachelor's degree in Business, Engineering, or a related field, or its equivalent
8+ years of progressive B2B or OEM sales experience, including 3+ years managing strategic OEM accounts or a defined territory
Demonstrated track record of delivering revenue and margin targets and closing multi-year OEM agreements
Experience mentoring, coaching, or leading sales team members (direct or matrixed)
Valid driver's license and passport with the ability to travel internationally

Nice To Haves

MBA or other appropriate Master's degree
Experience in sales within the tire industry
Experience with OEM sales to construction, agricultural, or material handling equipment manufacturers
Experience selling into global or multi-region OEM accounts
Formal people-leadership experience
Bi-lingual

Responsibilities

Own and deliver the business’s TyrFil revenue, margin, and growth commitments; lead the annual Development Plan and quarterly business reviews with leadership.
Build and maintain executive- and engineering-level relationships across assigned OEMs, dealers, distributors, and end-users
Identify, qualify, and win new OEM platform opportunities; lead the full pursuit cycle from prospecting through specification, trial, and award
Negotiate multi-year supply, pricing, and rebate agreements within approved commercial guardrails
Develop and execute regional pricing and product-positioning strategy in partnership with Product Management and Finance
Prepare and present sales proposals, quotes, and business cases, including total-cost-of-ownership and competitive displacement analyses
Maintain monthly executive contact cadence with assigned TyrFil customers and key prospects
Deliver accurate monthly and rolling forecasts, pipeline hygiene, and CRM discipline for the region
Lead complex, long-cycle sales projects and cross-functional pursuit teams through to commercialization
Coach, mentor, and develop less experienced Commercial team members; model account-planning and negotiation best practices
Partner with Engineering and Procurement at targeted OEMs to influence specifications and secure design-in position
Target identified OEM competitors and position Carlisle TyrFil solutions for conversion
Monitor TyrFil inventory, supply, and equipment status; coordinate with Operations and technical support to protect customer commitments
Develop and present monthly promotional programs and sales support initiatives
Lead escalation and resolution of significant customer issues, including commercial and quality matters
Provide voice-of-customer input to Product Management and Engineering on new product and application development
Track and report regional market intelligence, competitive activity, and pricing trends
Represent Carlisle TyrFil at trade shows, customer events, and relevant industry associations
Provide commercial guidance and sales support to other Commercial team members as directed
Respond to customer inquiries regarding products, equipment, and parts, and provide product samples and literature as requested
Travel frequently, including internationally, and safely operate a company vehicle
Other duties as assigned