Key Accounts (OEM) Sales Manager

Grass America; Kernersville (NC); On-site; USD 90,000 - 120,000; Full time

Job summary

Grass America is seeking an experienced OEM Account Ownership specialist responsible for managing existing OEM accounts and developing new mid-sized OEM customers. The role demands strong sales leadership, exceptional negotiation skills, and the ability to drive revenue growth.

The ideal candidate should possess a Bachelor’s degree and over 10 years of industry experience, ideally in related manufacturing sectors. This position requires up to 60% travel in North America. A competitive salary plus performance-based incentives is offered.

Qualifications

• 10+ years of progressive sales leadership experience in OEM, manufacturing, or building products.
• Proven success managing large OEM accounts and developing new mid-sized OEM customers.
• Exceptional negotiation, leadership, and cross-functional collaboration skills.

Responsibilities

• Assume ownership of existing OEM house accounts.
• Identify and acquire new mid-sized OEM customers.
• Maintain accurate pipeline and forecasting within CRM.

Skills

Sales leadership

Negotiation

Cross-functional collaboration

Customer-centric problem solving

Education

Bachelor’s degree in Business, Marketing, Engineering, or related field

MBA preferred

Job description

OEM House Account Ownership

• Assume strategic ownership of all existing OEM house accounts, including major cabinet, kitchen, and furniture manufacturers
• Build, maintain, and expand long‑term executive relationships with key OEM customers to drive sustainable revenue and margin growth
• Establish and lead pricing strategies for OEM accounts, including list pricing, customer‑specific price agreements, discounts, rebates, and cost pass‑through mechanisms
• Lead commercial negotiations for contracts, pricing frameworks, rebate programs, and long‑term supply agreements
• Balance customer requirements with internal cost structures to ensure margin targets are met
• Forecast sales and gross margin performance, manage budgets, and track results against revenue and profitability objectives

New Mid‑Sized OEM Customer Development

• Identify, target, and acquire new mid‑sized OEM customers within the kitchen, cabinet, and furniture manufacturing segments
• Develop tailored go‑to‑market strategies that define product scope, pricing models, service levels, and growth pathways
• Own the commercial structure of new accounts, including introductory pricing, volume incentives, and long‑term pricing scalability
• Build and manage a structured pipeline of prospective OEM customers from initial engagement through onboarding and ramp‑up
• Collaborate with operations, customer service, engineering, and finance to ensure new customers are onboarded with commercially viable terms
• Establish scalable account management and pricing frameworks to grow mid‑sized OEM customers into long‑term strategic partners
• Partner closely with engineering and product development teams to align product offerings and target pricing with OEM and market requirements
• Translate customer feedback, application challenges, and cost constraints into product enhancements and new development initiatives
• Contribute to product roadmaps for hinges, drawer slides, and accessory hardware with a focus on value, differentiation, and margin
• Support customization and private‑label solutions while ensuring pricing accurately reflects complexity and cost

Sales Process and Reporting

• Maintain accurate pipeline, forecasting, pricing activity, and opportunity tracking within CRM
• Utilize data‑driven sales management practices to support forecasting accuracy and strategic planning
• Provide regular business reviews and market intelligence updates to leadership

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related field (MBA preferred)
• 10+ years of progressive sales leadership experience in OEM, manufacturing, or building products
• Proven success managing large OEM accounts and developing new mid‑sized OEM customers
• Experience in kitchen hardware, cabinet components, furniture hardware, or adjacent industries
• Demonstrated leadership in pricing strategy, margin management, and commercial negotiations
• Strong understanding of manufacturing cost structures, value‑based pricing, and supply‑chain economics
• Exceptional negotiation, leadership, and cross‑functional collaboration skills
• OEM account growth and acquisition
• Strategic pricing and margin management
• Commercial negotiation and contract leadership
• Revenue and market expansion strategy
• Customer‑centric problem solving
• Results‑driven, disciplined execution
• Accountable
• Self‑directed

Travel Requirements

• Travel up to 40‑60% within North America for customer visits, trade shows, plant visits, and strategic account development

Compensation

Competitive base salary plus performance‑based incentive tied to revenue growth, profitability, and strategic account

Equal Opportunity Employer
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