Director, China OEM Sales

This position could be based in either Shanghai or Fuzhou. 

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.