Director of Sales, OEM

About the role

As the Director of OEM Sales, you will spearhead the development and execution of innovative sales strategies aimed at surpassing revenue targets and expanding the customer base for the region ($150M+ revenue). Your role involves forging and nurturing high-level relationships with senior and C-level executives at OEMs, ensuring that each interaction is tailored to their unique needs through insightful discovery sessions and compelling product demonstrations. By staying abreast of industry trends and market dynamics, you will provide strategic, data-driven recommendations that position Navico Group as a leader in the marine sector. Collaborating with cross-functional teams, you will ensure seamless transitions post-sale and maintain exceptional client satisfaction. Your expertise in managing the sales pipeline from lead generation to closing, coupled with your ability to align revenue goals with broader company objectives, will be crucial in driving growth and building lasting partnerships.

Responsibilities

• Develop and execute a comprehensive sales strategy to meet and exceed revenue targets of $150M+ within the Americas marine OEM market.
• Expand the customer base and drive revenue through new and existing partnerships.
• Build and maintain trusted relationships with senior and C-level executives at OEMs.
• Conduct discovery sessions, deliver product demos, and create tailored business cases.
• Maintain contractual agreements with channel partners.
• Develop account plans for existing customers and manage the execution of the plans to secure new business.
• Stay up-to-date with marine industry trends, market dynamics, and competitive insights.
• Provide strategic, data-informed recommendations to clients and internal teams.
• Collaborate with cross-functional teams, including product, marketing, and customer success, to align go-to-market strategies, product launches, and client onboarding.
• Maintain high levels of client satisfaction and retention.
• Take ownership for product forecast for respective channel ensuring accurate forecasting of product quantities and mix.
• Give regular and timely input to the SIOP and leadership teams.
• Manage the sales pipeline from lead generation to closing.
• Ensure accuracy in forecasting and reporting, using CRM tools like Salesforce.
• Communicate current trends, status, strategy to executive team.
• Collaborate with the executive team to align revenue goals with overall company objectives.
• Provide key input on business growth strategies.
• Develop and implement appropriate Region and territory coverage that enhances our coverage of OEMs within the US market.
• Prepare and manage operating expense budgets for the cost center, ensuring that business is managed within budget.
• Establish expectations of Regional Sales Team within Americas, exhibiting those standards to the highest of standards.
• Develop and mentor a high-performing sales team that understands and embodies Brunswick and Navico Group values.

Qualifications

• Bachelor's degree in Business, Engineering, or related field.
• 10+ years' experience in B2B or enterprise sales, with a strong focus on OEMs or high value accounts.
• Proficiency in CRM software (e.g., Salesforce), excellent communication and negotiation skills, strong problem-solving and analytical skills, and the ability to collaborate with cross-functional teams.
• Ability to analyze data from Salesforce/CRM to identify targets, accounts, and sales numbers to assess health of accounts and adherence to sales playbooks and objectives.
• Understanding of marine systems including electrical systems, navigation technology and general marine product applications.
• Prior experience in forecasting and marketing support.
• Strong organizational and analytical skills.
• Strong track record of B2B sales experience.
• Excellent communication and interpersonal skills.
• Demonstrated passion for improving (transforming) customer experience.
• Skilled at managing large promotional projects and meeting deadlines.

Preferred qualifications

• Experience with marine industry customers preferred.
• Sales experience with a technological product line is preferred.

Working conditions

• Office environment.
• Must be able to remain in a stationary position for a length of time.
• Ability to work long shifts with extended periods of standing and walking while at an event show.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• The ability to communicate information and ideas so others will understand.
• Must be able to exchange accurate information in these situations.
• Working hours will vary to support customers.
• The position will require travel by auto or airplane to support customer relationships.
• Travel may be up to 50% or more of the time.

Pay

The hiring range for this position is $132,500 – $196,000 annually. The actual base pay offered will vary based on multiple factors including job-related knowledge/skills, relevant experience, business needs, and geographic location. In addition to base pay, this position is eligible for an award target as part of Brunswick's long-term incentive program.

Benefits

This position is eligible to participate in Brunswick's comprehensive and high-quality benefits offerings, including medical, dental, vision, paid vacation, 401k (up to 4% match), Health Savings Account (with company contribution), well-being program, product purchase discounts and much more.