Note: The job is a remote job and is open to candidates in USA. Dorman Products, through its Dayton Parts brand, is a global manufacturer of automotive, heavy-duty, and specialty vehicle products. The OEM Sales Manager will develop and execute OEM and OED sales strategies, manage strategic customer relationships, secure new business, lead negotiations and product launches, and coordinate cross-functional efforts to drive profitable growth across a nationwide territory.
Responsibilities
- Develop and execute strategic sales plans to achieve revenue, profitability, and market share objectives within the OEM/OED channel
- Identify, pursue, and secure new OEM opportunities aligned with Dayton's growth strategy and product portfolio
- Build and maintain relationships with key decision-makers including purchasing, engineering, product management, operations, and executive leadership within OEM organizations
- Develop account growth strategies that expand product penetration and increase share of wallet within existing customers
- Serve as the primary commercial contact for assigned OEM and OED customers
- Lead annual business reviews, contract negotiations, pricing discussions, and long-term growth planning activities
- Develop and execute customer-specific business plans focused on revenue growth, profitability, customer retention, and market expansion
- Monitor customer performance metrics and proactively identify opportunities for improvement
- Partner with Product Management and Engineering teams to identify customer requirements and market opportunities
- Support new product development initiatives through customer engagement, market validation, and voice-of-customer feedback
- Coordinate OEM launch activities and ensure timely execution of commercial, operational, and customer deliverables
- Collaborate with Marketing to develop value propositions and commercialization strategies for OEM-focused product offerings
- Work closely with Category, Supply Chain, Operations, Customer Service, and Finance to ensure successful execution of customer commitments
- Resolve customer issues related to delivery, quality, pricing, and product performance in a timely and professional manner
- Lead internal account reviews and coordinate resources required to support strategic customers
- Drive accountability and communication across functions to ensure customer satisfaction and business performance
- Monitor industry trends, competitive activity, emerging technologies, and market developments within the Heavy Duty sector
- Identify growth opportunities, potential risks, and evolving customer requirements
- Maintain an active presence within industry associations, trade shows, customer events, and other networking opportunities
- Provide market insights and strategic recommendations to business leadership
- Develop and maintain accurate sales forecasts, opportunity pipelines, and account plans
- Manage profitability and pricing strategies to meet financial objectives
- Analyze account performance and utilize sales metrics to drive business decisions and resource allocation
- Support annual planning, budgeting, and forecasting processes
- Maintain accurate customer records, opportunity pipelines, forecasts, and account activity within CRM platforms
- Utilize sales analytics and business intelligence tools to manage performance and identify opportunities
- Promote disciplined sales processes and best practices across the OEM channel
Skills
- Proven ability to develop and grow strategic OEM relationships within the Heavy Duty transportation industry
- Strong commercial negotiation and account management skills
- Excellent business acumen with the ability to balance strategic thinking and execution
- Strong analytical, financial, and problem-solving capabilities
- Outstanding oral, written, and presentation skills
- Ability to lead cross-functional initiatives without direct authority
- Proficiency in CRM systems, Microsoft Office Suite, and sales analytics tools
- Ability to travel up to 50%
- Physical Requirements: Capability to lift up to 20 pounds
- Working Conditions: While performing the duties of this job, the employee is regularly required to communicate effectively, travel to customer locations, manufacturing facilities, trade shows, and industry events
- Bachelor's Degree in Business, Marketing, Engineering, Supply Chain, or a related discipline required
- 7+ years of progressive sales, business development, or account management experience within the Heavy Duty, commercial vehicle, OEM, or automotive aftermarket industry
- Demonstrated history of achieving revenue growth and sales objectives
- Experience working with cross-functional teams including Engineering, Product Management, Operations, and Supply Chain
- Knowledge of Heavy Duty vehicle systems, aftermarket channels, and OEM purchasing processes preferred
- Experience managing strategic OEM or OED relationships preferred
Benefits
- This role is remotely based within the United States
- This role is also eligible for a bonus
- Medical, dental, vision, basic life insurance
- Paid time off (sick/vacation)
- Paid Parental Leave
- Paid holidays
- Floating holidays
- Paid time off starting in their first year of employment depending on hire date
- 401k retirement plan (with company match and profit-sharing)
- Discounted Employee Stock Purchase Plan
Company Overview