Position Summary

The Director, OEM Sales – China is the senior commercial leader responsible for driving profitable growth of the company's OEM business across China. This role leads OEM sales strategy, key account development, and long-term customer partnerships, while serving as a critical interface between China-based OEM customers and global headquarters.

This position goes beyond transactional selling and owns the creation and delivery of compelling  customer value propositions, the orchestration of cross-functional solutions, and the negotiation of complex, multi-year OEM supply agreements, including direct engagement with Legal, Finance, Supply Chain, and Engineering.

Reporting Relationship

• Reports to: Vice President Global OEM Sales

Primary Responsibilities

1. OEM Sales Strategy & Growth Leadership

• Own and execute the OEM sales strategy for China, aligned with global OEM, product, and profitability objectives.

• Drive revenue growth, market share expansion, and margin performance across assigned OEM accounts.

• Develop and manage multi-year OEM account strategies, including volume forecasts, platform wins, and lifecycle planning.

• Identify underserved OEM segments and emerging customers; define strategies to secure incremental and strategic business.

2. Key Account Leadership & Customer Engagement

• Serve as the executive-level relationship owner for strategic OEM accounts in China.• Build deep relationships across multiple levels of OEM organizations, including executive leadership, engineering, procurement, quality, and operations.

• Lead structured engagement models including QBRs, joint business plans, executive reviews, and long-term collaboration roadmaps.

• Act as the senior escalation point for commercial, operational, and quality-related issues.

3. Value Proposition & Solution Development

• Partner with Product Management, Engineering, Operations, Quality, and Supply Chain to develop customer-specific, differentiated value propositions.

• Translate OEM requirements into holistic solutions spanning product design, manufacturing capability, supply assurance, cost-down initiatives, and innovation.

• Clearly articulate and defend value beyond price in competitive OEM environments.

4. Cross-Functional Leadership & Internal Orchestration

• Lead cross-functional collaboration to support OEM RFQs, NPD programs, platform conversions, and cost-reduction initiatives.

• Influence global and regional stakeholders without direct authority to ensure timely execution and accountability.

• Ensure alignment between customer commitments and internal operational capabilities.

5. Commercial Negotiation & Contract Management

• Lead negotiations of complex OEM supply agreements, including pricing frameworks, volume commitments, cost-reduction mechanisms, and service levels.

• Partner directly with Legal and Finance teams to structure, review, and finalize contracts in compliance with corporate and regulatory requirements.

• Balance risk management, margin protection, and long-term customer value creation.

6. Global Communication & HQ Interface

• Act as the primary communication bridge between China OEM customers and global headquarters.

• Communicate effectively in professional business English, both written and verbal, with global senior leadership.

• Prepare and present executive-level business updates, strategy reviews, and investment cases.

7. Leadership, Talent & Organizational Impact

• Provide leadership and direction to OEM sales resources in China (direct and/or matrixed).

• Foster a culture of accountability, collaboration, and customer focus.

• Coach and develop talent; contribute to succession planning and capability building across the OEM organization.

Qualifications & Experience

• 10+ years of progressive experience in OEM sales, key account management, or commercial leadership.

• Proven success managing large, complex OEM accounts and multi-year commercial relationships.

• Demonstrated ability to build and deliver value-based solutions, not just transactional sales.

• Strong experience working cross-functionally with Engineering, Operations, Supply Chain, Finance, and Legal.

• Strong English language proficiency required for global executive communication.

• Experience operating in or leading China-based OEM environments.

• Outdoor Power Equipment, industrial, or engineered products experience preferred.