Senior OEM Sales Manager

Carlisle Construction Materials•Richmond, VA

10h•Remote

About The Position

The Senior OEM Sales Manager leads the TyrFil OEM sales strategy for an assigned global business, owning its revenue, margin, and growth targets. The role develops 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. As the region’s senior commercial authority, the incumbent sets account priorities, guides pricing and product positioning, mentors less experienced sales team members, and partners with Engineering, Procurement, Operations, and Product Management to turn OEM opportunities into long-term platform wins. The position combines a fully remote home-office base with extensive field work and frequent travel, including international travel. The employee works independently while maintaining regular communication with colleagues and stakeholders, and is expected to comply with company policies and customer and Carlisle site-specific requirements.

Requirements

Bachelor's degree in Business, Engineering, or a related field, or equivalent.
At least 8 years of progressive B2B or OEM sales experience, including at least 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, directly or in a matrixed structure.
Valid driver's license and passport, with ability to travel internationally.
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 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 safely operate a company vehicle.
Ability to travel frequently, including internationally, and comply with applicable customer and company site safety requirements.

Nice To Haves

MBA or other appropriate master's degree.
Sales experience in the tire industry.
OEM sales experience with construction, agricultural, or material handling equipment manufacturers.
Experience selling into global or multi-region OEM accounts.
Formal people-leadership experience.
Bilingual.

Responsibilities

Own and deliver 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 with assigned OEMs, dealers, distributors, and end-users.
Identify, qualify, and win new OEM platform opportunities, leading the 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 a monthly executive contact cadence with assigned TyrFil customers and key prospects.
Deliver accurate monthly and rolling forecasts and maintain pipeline hygiene and CRM discipline for the region.
Lead complex, long-cycle sales projects and cross-functional pursuit teams through commercialization.
Coach, mentor, and develop less experienced Commercial team members and 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 about products, equipment, and parts, and provide product samples and literature as requested.
Travel frequently, including internationally, and safely operate a company vehicle.
Perform other duties as assigned.