Regional Director – Strategic OEM Accounts

Job Summary

The Regional Director – Strategic OEM Accounts is responsible for developing and executing growth strategies for priority Original Equipment Manufacturer customers within an assigned region. Reporting to the Regional Vice President, this role connects customer needs with the company’s full portfolio of metals, plastics, distribution, processing, fabrication, and semi-finished and finished-part manufacturing capabilities.
The Director will create an individualized strategy and measurable growth plan for each assigned OEM by developing a deep understanding of the customer’s business, operations, manufacturing footprint, purchasing structure, future programs, and strategic priorities.
Success requires building relationships throughout the customer organization—from executive business leaders and senior procurement decision-makers to local purchasing, engineering, supply chain, quality, manufacturing, and operations teams. The Director will partner with inside and outside sales, quality, procurement and regional operations to ensure each OEM has a coordinated customer coverage and support plan.
Regional OEM Directors will also collaborate across regions to share account intelligence, coordinate opportunities, and provide one complete view of the company’s relationship with each customer.
The goal is to position the company as more than a materials supplier. We aim to become a trusted strategic partner and an extension of the customer’s organization by understanding their needs, anticipating future requirements, and helping them grow.

Job Description

1. OEM Strategy and Growth Planning

• Develop and execute a strategic growth plan for each assigned priority OEM.
• Define current business, addressable market, relationship gaps, competitive position, growth opportunities, and specific actions required to win.
• Establish revenue, profitability, share-of-wallet, account penetration, and service-expansion goals.
• Identify opportunities to expand customers from traditional material distribution into processing, fabrication, machining, semi-finished components, finished parts, and integrated supply solutions.
• Prioritize the customer facilities, programs, and opportunities with the greatest strategic and profitable growth potential.
• Conduct regular account and opportunity reviews with the Regional Vice President and regional leadership.

2. Customer Relationships and Market Understanding

• Build relationships with executive business leaders, senior procurement decision-makers, and other key customer sponsors.
• Establish broad relationships across purchasing, engineering, supply chain, quality, manufacturing, operations, and local plant leadership.
• Understand each customer’s business strategy, manufacturing processes, sourcing priorities, operational challenges, investment plans, and future programs.
• Map the customer’s decision-making structure and ensure relationships exist at the appropriate executive, functional, and local levels.
• Identify customer needs and opportunities before formal sourcing events or requests for quotation.
• Ensure customers understand the company’s complete metals and plastics capabilities.
• Represent the voice of the customer internally and help position the company as a trusted strategic partner.

3. Business Development and Account Penetration

• Expand the company’s presence across customer locations, divisions, programs, and product groups.
• Identify whitespace where the company is not currently providing materials, processing, fabrication, or finished products.
• Develop and maintain a qualified pipeline of profitable growth opportunities.
• Coordinate capability presentations, technical reviews, facility visits, and customer workshops.
• Partner with sales, engineering, operations, quality, procurement, and manufacturing to develop solutions for complex customer requirements.
• Support long-term agreements, preferred supplier relationships, and strategic sourcing programs.
• Remain involved from opportunity identification through quotation, implementation, and ongoing customer support.

4. Commercial and Operational Alignment

• Partner with the Regional Vice President, inside sales, and outside sales to establish clear account ownership, customer coverage, and opportunity responsibilities.
• Ensure each strategic OEM has a coordinated support plan covering executive relationships, local relationships, sales activity, quoting, operations, and service. Recommend adding key account managers as needed.
• Equip regional sales teams with customer intelligence, relationship maps, growth priorities, and clear account objectives.
• Work with operations to confirm that customer commitments are supported by the necessary capacity, capabilities, quality systems, inventory, and technical resources.
• Coordinate with procurement and supply chain teams to align sourcing and inventory strategies with customer demand.
• Ensure new business is effectively transitioned into regional operations.

5. Capability and Investment Development

• Identify capability, equipment, capacity, and geographic gaps that may limit the company’s ability to support customer growth.
• Develop or support business cases for additional equipment, expanded manufacturing or processing capabilities, and potential new operating locations.
• Provide customer demand, revenue potential, strategic importance, competitive insight, and expected returns to support investment decisions.
• Partner with operations, engineering, finance, procurement, and leadership to evaluate proposed investments.
• Help ensure investments are aligned with validated customer needs, long-term market demand, and profitable growth opportunities.

6. Cross-Regional Collaboration

• Collaborate with Regional OEM Directors to develop a complete picture of the company’s relationship with shared OEMs.
• Share customer intelligence, relationships, opportunities, successful approaches, and lessons learned across regions.
• Support opportunities involving an assigned OEM’s facilities or stakeholders located within another Director’s region.
• Coordinate engagement to prevent conflicting messages, duplicated activity, or fragmented account management.
• Help deliver a consistent customer experience across regions, business units, metals, plastics, distribution, and manufacturing operations.

Key Measurables

• Revenue, gross margin, and profitability growth across assigned OEM accounts.
• Growth in share of wallet and number of customer locations, divisions, and programs penetrated.
• New revenue from processing, fabrication, machining, semi-finished components, and finished parts.
• Value, quality, and conversion of the strategic opportunity pipeline.
• Number of opportunities identified before formal RFQ release.
• Completion and execution of annual OEM growth plans and relationship maps.
• Strength and breadth of executive, procurement, functional, and local customer relationships.
• New capabilities, equipment investments, or locations supported by validated customer business cases.
• Successful transition and implementation of new business.
• Customer satisfaction, retention, and strategic account health.
• Cross-regional collaboration and consistency of customer support.

Qualifications

Required

• Bachelor’s degree in Business, Engineering, Supply Chain, Marketing, or a related discipline, or equivalent relevant experience.
• Eight or more years of commercial, strategic account management, business development, manufacturing, or industrial sales experience.
• Demonstrated success developing and growing complex OEM or strategic customer relationships.
• Experience working with purchasing, engineering, supply chain, manufacturing, operations, and quality functions.
• Proven ability to create strategic account plans and convert customer insight into measurable growth.
• Strong executive presence and the ability to build relationships with senior business and procurement leaders.
• Ability to influence and coordinate cross-functional teams within a matrixed organization.
• Strong communication, presentation, negotiation, analytical, and relationship-building skills.
• Ability to travel regularly throughout the assigned region.

Preferred

• Experience working with large regional, national, or Fortune 500 OEMs.
• Background in metals, plastics, materials distribution, manufacturing, fabrication, or engineered components.
• Experience selling both material and value-added manufacturing solutions.
• Knowledge of machining, cutting, processing, fabrication, assembly, and finished-part manufacturing.
• Experience developing or supporting capital investment and capability-expansion business cases.
• Experience coordinating multi-location or multi-regional strategic accounts.

Job Compensation

$160,000 Base plus bonus

Benefits Overview

We offer competitive company benefits to eligible positions, such as:

• Medical, Dental, Vision Insurance
• Life Insurance and Disability
• Voluntary Wellness Programs
• 401(k) or RRSP programs with Company Match 
• Paid Vacation and Holidays
• Tuition Reimbursement
• And more!

Benefits may vary based on job, country, union role, and/or company segment. Please work with your recruiter or tk representative for applicable benefits information.

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