Director, China OEM Sales
Oregon Tool View all jobs
- Fuzhou, Fujian
- Permanent
- Full-time
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.