Director, OEM Relations & Strategic Partnerships

SCA Performance, Inc.; Duluth (GA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Employee discounts

Great benefits

Job summary

FOX Factory designs, engineers, manufactures, and markets performance‑defining products for a global customer base. The role focuses on managing strategic OEM partnerships, aligning executive leadership, and driving multi‑market growth across automotive and specialty segments.

You will lead high‑impact negotiations, build senior relationships, and coordinate cross‑functional teams to ensure successful program launches and ongoing execution in a fast‑paced environment.

Qualifications

• Bachelor’s degree required in a related field.
• Minimum 5–7 years in business development, sales, or commercial leadership.
• Experience in complex B2B negotiations and long‑term partnership agreements.

Responsibilities

• Owns the strategic relationship between FOX Factory and assigned OEM partners.
• Develops and executes partnership strategies to expand OEM programs and revenue growth.
• Leads commercial negotiations and contract management, including pricing and terms.
• Coordinates with Product, Engineering, Legal, Compliance, Manufacturing, Supply Chain, Sales, and Marketing to transition programs from opportunity to launch.
• Monitors pipeline, allocations, inventory, and program performance to mitigate risks.

Skills

Strategic relationships

Executive communication

Contract negotiations

Cross‑functional leadership

Forecasting & budgeting

Education

Bachelor’s degree in Business Administration/Engineering/Operations

Tools

Microsoft Excel

PowerPoint

Word

CRM platforms

Forecasting tools

Job description

What We Do FOX Factory designs, engineers, manufactures and markets performance‑defining products and systems for customers worldwide. Our premium brand, performance‑defining products and systems are used primarily on bicycles, side‑side vehicles, on‑road vehicles with and without off‑road capabilities, off‑road vehicles and trucks, all‑terrain vehicles, snowmobiles, specialty vehicles and applications, motorcycles, and commercial trucks. Some of our products are specifically designed for and marketed to a variety of leading cycling and powered vehicle original equipment manufacturers ('OEMs'), while others are distributed to consumers through a global dealer and distribution network. Fox Factory Holding Corp. is the holding company of FOX Factory, Inc. and is publicly traded (FOXF) on Nasdaq.

Why you should join us Not only do we provide competitive wages, you will also have access to great benefits and employee discounts. But more importantly, it’s a fun environment where we truly enjoy working as a team and bringing great products to our customers! We look forward to hearing from you!

Position Responsibilities

• Owns the strategic relationship between FOX Factory and assigned automotive OEM partners, serving as the primary point of alignment across executive leadership, business development, product, operations, regional teams, and dealer networks.
• Develops and executes partnership strategies that expand existing OEM programs, secure new vehicle platforms, and generate sustainable, profitable revenue growth.
• Identifies, develops, and secures new business with strategic partners, including OEMs, automotive brands, dealer groups, fleet organizations, technology companies, and other complementary businesses.
• Builds and maintains senior‑level relationships with OEM executives, business development teams, regional leadership, vehicle‑allocation teams, dealer groups, and other key decision‑makers.
• Leads executive and operational meetings in Detroit and other strategic markets to advance business opportunities, resolve issues, and strengthen partner alignment.
• Develops a qualified pipeline of strategic opportunities and leads prospects from initial concept and business‑case development through commercial agreement, program award, and launch.
• Secures and manages vehicle and chassis allocations necessary to support production plans, dealer demand, product launches, and annual sales commitments.
• Leads annual business planning with Sales, Finance, Operations, and strategic partners, aligning volume, revenue, margin, inventory, capacity, and investment commitments with company objectives.
• Leads commercial negotiations and contract management, including pricing, volume commitments, allocation requirements, program terms, performance obligations, exclusivity provisions, and risk mitigation.
• Converts strategic concepts into commercially viable and operationally executable programs by coordinating business cases, financial models, customer requirements, internal resources, and launch timing.
• Partners with Product, Engineering, Legal, Compliance, Manufacturing, Supply Chain, Sales, and Marketing to transition new programs successfully from opportunity and award through launch and ongoing execution.
• Ensures programs comply with applicable partner standards, contractual requirements, regulatory obligations, brand guidelines, quality expectations, and approval processes.
• Aligns partner commitments with FOX Factory’s product roadmaps, production capacity, supply‑chain capabilities, inventory requirements, margin objectives, and long‑range business plans.
• Coordinates with regional teams, dealer networks, and strategic partners to drive program adoption, inventory placement, dealer engagement, retail execution, and market performance.
• Establishes governance and operating cadences for each strategic relationship, including business reviews, pipeline updates, launch‑readiness meetings, performance tracking, and issue escalation.
• Monitors pipeline development, allocations, inventory, sales, revenue, margin, launch readiness, compliance, and partner performance, proactively addressing risks and pursuing growth opportunities.
• Works closely with FOX Factory’s C‑suite and executive leadership to align partnership priorities, new‑business investments, resource requirements, operational capabilities, and financial commitments with enterprise strategy.
• Prepares and delivers executive‑and Board‑level presentations covering strategic relationships, business‑development pipeline, annual operating plans, contract status, allocation outlook, program performance, financial impact, growth opportunities, and key risks.

Skills, Qualifications & Core Competencies

• Proven experience managing strategic relationships within automotive OEM, specialty‑vehicle, aftermarket, or manufacturing environments, with a strong understanding of OEM organizational structures and decision‑making processes.
• Demonstrated ability to build and maintain executive‑level relationships with OEM corporate leadership, business development teams, regional organizations, allocation teams, and dealer networks.
• Strong knowledge of OEM business planning, vehicle and chassis allocation, dealer operations, product‑launch governance, and regional market execution.
• Advanced commercial negotiation and contract‑management capabilities, including pricing, volume commitments, allocation requirements, performance obligations, financial terms, and risk mitigation.
• Experience leading long‑cycle, multi‑stakeholder opportunities from initial concept and commercial agreement through product development, launch, and ongoing program management.
• Strong business and financial acumen, including annual planning, revenue forecasting, margin analysis, investment evaluation, demand planning, and long‑term profitability modeling.
• Demonstrated ability to partner with Sales and Finance teams to translate OEM commitments into executable annual volume, revenue, margin, inventory, and production plans.
• Strong cross‑functional leadership skills, with the ability to align executive leadership, Product, Engineering, Legal, Compliance, Manufacturing, Supply Chain, Sales, Marketing, and Finance around shared objectives.
• Working knowledge of automotive product‑development and launch processes, including OEM standards, contractual requirements, regulatory compliance, quality expectations, and approval milestones.
• Exceptional executive communication and influencing skills, with the ability to lead strategic business reviews, resolve complex issues, and secure alignment without direct authority.
• Strong analytical and problem‑solving capabilities, with the ability to synthesize market intelligence, customer requirements, financial data, and operational constraints into clear recommendations.
• Ability to manage multiple OEM relationships and strategic programs simultaneously while maintaining disciplined governance, accountability, and timely execution.
• Demonstrated ability to operate effectively in fast‑paced, ambiguous environments, make sound business decisions, and proactively manage commercial, operational, and reputational risks.
• Experience preparing and delivering C‑suite and Board‑level presentations covering business plans, partnership strategies, program performance, financial outlook, and material risks.
• Ability and willingness to travel regularly to Detroit, OEM headquarters, regional offices, dealer markets, manufacturing facilities, and other relevant business locations.
• Proficiency in Microsoft Excel, PowerPoint, Word, CRM platforms, and forecasting tools used for business planning, performance management, and executive reporting.

Education & Experience

• Bachelor’s degree in Business Administration, Engineering, Operations, or a related discipline required; advanced technical or commercial education strongly preferred.
• Minimum of 5–7 years of progressive business development, sales, or commercial leadership experience within automotive, aftermarket, manufacturing, or similarly complex B2B environments.
• Minimum of 3–5 years of experience in sales planning, forecasting, demand management, and commercial strategy, with a demonstrated ability to translate market opportunities into executable revenue and volume plans.
• Demonstrated expertise in complex commercial negotiations, including pricing, margins, volume commitments, contracts, and long‑term partnership agreements.
• In‑depth understanding of automotive retail operations, dealer economics, consumer demand, inventory management, and the factors influencing retail sales performance.

Work Environment and Physical Requirements

Work is performed in a professional office environment, with regular use of computers, standard office equipment, and digital communication tools. Ability to sit, stand, and work at a computer for extended periods, including reviewing data, preparing presentations, and participating in virtual and in‑person meetings. Vision abilities required to review, validate, and enter data in computer systems, analyze reports, and evaluate technical and commercial documentation. Frequent domestic travel, including regular visits to OEM corporate offices in Detroit, OEM regional locations, customer and dealer facilities, supplier sites, industry events, and FOX Factory facilities. Regular on‑site engagement at FOX Factory production, manufacturing, warehouse, and vehicle‑upfit facilities, requiring the ability to safely navigate industrial environments and comply with all applicable safety policies. Frequent presence at OEM offices, customer locations, dealer facilities, and industry trade shows may require extended periods of standing, walking, and in‑person engagement. Disclaimer: This list does not represent all physical demands. Descriptions are representative of those that must be met by employee to successfully perform the essential functions of the job. Reasonable accommodation may be provided to enable individuals with disabilities to perform the jobs’ essential functions.

FOX provides equal employment opportunities for all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, gender identity, sexual orientation, marital status, religion, age, physical disability (including HIV and AIDS), mental disability, results of genetic testing, or service in the military, or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate. We base all employment decisions –including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, layoffs, terminations and social/recreational programs – on merit and the principles of equal employment opportunity.