Director of OEM Sales

Position Summary The Director of OEM Sales leads ICM Controls' OEM commercial organization and is accountable for delivering the OEM Annual Operating Plan (AOP), building sustainable profitable growth, and strengthening ICM's market coverage.

The role leads execution across strategic accounts, small and mid-tier OEM growth targets, independent manufacturer's representative networks, pipeline development, CRM discipline, and team performance.

This leader will inherit a focused OEM sales organization that includes a seasoned Strategic Account Director and two Associate OEM Sales Managers.

The Director is expected to install a disciplined commercial operating cadence, coach and develop the team, expand ICM's representative network in priority markets, and ensure clear accountability for account coverage, opportunity progression, customer conversion, and gap-closing actions.

The role reports directly to the CEO and works closely with Product Management, Engineering, Operations, Sales Operations, Finance, and the function responsible for the formal forecasting process.

Key Responsibilities AOP Execution & Commercial Leadership Own execution of the OEM AOP and translate annual objectives into clear quarterly, monthly, team, account, and market priorities.

Drive profitable growth by protecting and expanding existing OEM business while building a qualified pipeline of new small and mid-tier OEM opportunities.

Establish a rigorous weekly and monthly operating cadence covering AOP performance, pipeline movement, account growth, rep coverage, CRM quality, customer risks, and corrective actions.

Identify performance gaps early, define gap-closing actions, assign clear ownership and dates, and follow through to completion.

Provide the CEO with concise, fact-based visibility to OEM performance, risks, opportunities, resource needs, and actions.

Team Leadership & Talent Development Lead, coach, and hold accountable the Strategic Account Director and two Associate OEM Sales Managers.

Leverage the Strategic Account Director's deep OEM experience and customer relationships while maintaining clear leadership, decision rights, and accountability within the sales organization.

Develop the Associate OEM Sales Managers through structured coaching, customer exposure, technical/commercial learning, account ownership, and new-business development assignments.

Set clear expectations for account management, prospecting, pipeline development, CRM usage, customer engagement, and results; address performance issues promptly and constructively.

Build a culture of ownership, urgency, disciplined execution, continuous learning, and cross-functional partnership.

Account Growth & New Business Development Ensure clear ownership and active coverage of priority OEM accounts, with particular emphasis on small and mid-tier OEMs where ICM's agility, technical capabilities, and responsiveness create an advantage.

Lead strategic account planning and ensure the team develops actionable g...