OEM Sales Manager
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AI Summary
Dorman was founded on the belief that people should have greater freedom to fix motor vehicles. For over 100 years, we have been driving new solutions, releasing tens of thousands of aftermarket replacement products engineered to save time and money, and increase convenience and reliability. Founded and headquartered in the United States, we are a pioneering global organization offering an always-evolving catalog of automotive, heavy-duty and specialty vehicle products. Today, we have more than 3,800 employees across 29 different locations, with a family of brands that also includes SuperATV and Dayton Parts. Reaching a revenue of $2.13 billion in 2025, Dorman is publicly traded under the stock ticker DORM.
Everyone who works at Dorman is called a Contributor. We need everyone, regardless of role and experience, to contribute to our success. That means everyone has a unique ability to make an impact on the business. We encourage all our Contributors to bring their authentic selves to work. The freedom to pursue new ideas, offer different perspectives, and grow in your career is fundamental to working at Dorman.
Job Summary
The OEM Sales Manager is responsible for developing and executing Dayton Parts' OEM and OED sales strategy within the Heavy Duty business segment. This role drives profitable revenue growth by establishing and expanding relationships with truck, trailer, component, specialty vehicle, and original equipment manufacturers while increasing Dayton's market presence and penetration across OEM channels. The OEM Sales Manager serves as the primary commercial leader for assigned OEM accounts and strategic opportunities, partnering closely with Product Management, Engineering, Marketing, Supply Chain, Operations, Customer Service, and Finance to deliver customer-focused solutions that support long-term growth objectives. The individual will identify new business opportunities, lead commercial negotiations, manage product launch activities, and build strategic partnerships that position Dayton as a preferred supplier. The ideal candidate combines strong Heavy Duty industry expertise, strategic account management capabilities, business development skills, and technical product knowledge with the ability to influence internal and external stakeholders at all levels.
Primary Duties
OEM Business Development & Growth
- 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.
Strategic Account Management
- 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.
Product Commercialization & Launch Support
- 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.
Cross-Functional Leadership
- 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.
Market Intelligence & Competitive Analysis
- 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.
Forecasting & Financial Performance
- 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.
CRM & Sales Excellence
- 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.
Qualifications
- 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.
- Knowledge of Heavy Duty vehicle systems, aftermarket channels, and OEM purchasing processes preferred.
- 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.
Education / Experience
- 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.
- Experience managing strategic OEM or OED relationships preferred.
- Demonstrated history of achieving revenue growth and sales objectives.
- Experience working with cross-functional teams including Engineering, Product Management, Operations, and Supply Chain.
#DaytonParts
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The US base salary range for this full-time position is $109,800.00 to $163,300.00. This role is also eligible for a bonus. The actual base pay offered to the successful candidate will depend on multiple factors, including but not limited to job-related knowledge and skills, experience, business needs, geographical location, and internal pay equity. Compensation decisions are made based on the specific facts and circumstances of each role and candidate.
As a Dorman US contributor, you (and eligible dependents, as applicable) will have access to medical, dental, vision, basic life insurance, paid time off (sick/vacation), and Paid Parental Leave. U.S. employees are entitled to paid holidays, floating holidays, and paid time off starting in their first year of employment depending on hire date. You are also able to participate in our 401k retirement plan (with company match and profit-sharing) and Discounted Employee Stock Purchase Plan.
Dorman Products is an equal opportunity employer; we value a combination of ideas, perspectives, and cultures at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status. EEO/AA Employer M/F/D/V. www.DormanProducts.com
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