Allegion
OEM Channel Director
Allegion, Topeka, Kansas, United States,
Creating Peace of Mind by Pioneering Safety and SecurityAt Allegion, we help keep the people you know and love safe and secure where they live, work and visit. With more than 30 brands, 12,000+ employees globally and products sold in 130 countries, we specialize in security around the doorway and beyond. Additionally, in 2024 we were awarded the Gallup Exceptional Workplace Award, which recognizes the most engaged workplace cultures in the world.The OEM Commercial Director
is responsible for driving sales growth and managing relationships with OEM partners. This role involves developing and executing sales strategies, identifying new business opportunities, and ensuring customer satisfaction. The OEM Commercial Director will work closely with cross-functional teams to achieve sales targets and contribute to the overall success of the organization.Key Responsibilities:
Sales Strategy and Planning
Develop and implement comprehensive sales strategies to achieve revenue and growth targets within the OEM channel.Analyse market trends, customer needs, and competitive landscape to identify opportunities for growth.Create and manage sales plans, forecasts, and budgets.Relationship Management
Build and maintain strong relationships with OEM partners at senior levels.Act as the primary escalation point of contact for OEM partners, addressing inquiries, resolving issues, and providing support.Conduct regular business reviews with sales team to assess performance and identify areas for improvement.Business Development
Identify and pursue new business opportunities within the OEM channel.Focus on ‘profitable growth’ and margin management.Implementation of strategic pricing policies including rebate & discount structures.Develop and present compelling value propositions to potential OEM partners.Negotiate terms and agreements with OEM partners to secure profitable, long term commercial agreements.Team Leadership
Lead and mentor a team of sales professionals, providing guidance, support, and performance feedback.Set performance targets and monitor team performance to ensure achievement of sales goals.Foster a collaborative and high-performing team culture.Cross-Functional Collaboration
Collaborate with marketing, product development, and other departments to align sales strategies with overall business objectives.Provide feedback to product marketing/sourcing teams based on customer insights and market trends.Work with marketing teams to develop and execute promotional campaigns and events.Working in conjunction with operations colleagues on SIOP, forecasting & inventory management.Sales Execution
Conduct sales presentations, product demonstrations, and negotiations with OEM partners.Ensure timely and accurate order processing, delivery, and after-sales support.Monitor and report on sales performance, including key performance indicators (KPIs) and metrics.Embracing CRM tools and the move to digitalising customer experience.Market Intelligence
Stay informed about industry developments, emerging technologies, and competitive activities.Provide regular market intelligence reports to senior management.Use market insights to refine sales strategies and identify new opportunities.Qualifications:
Education: Bachelor’s degree in Business, Marketing, Engineering, or a related field.Experience: Minimum of 10 years of experience in sales management/business development, with a focus on OEM channels. Proven track record of achieving sales targets and driving growth.Industry Knowledge: In-depth knowledge of the door hardware industry and the OEM ecosystem.Leadership: Strong leadership and team management skills, with experience leading high-performing sales teams.Communication: Excellent verbal and written communication skills, with the ability to present complex information clearly and persuasively.Negotiation: Strong negotiation and closing skills, with experience in contract management and deal structuring.Analytical Skills: Ability to analyze data, market trends, and financial metrics to inform decision-making.Customer Focus: Strong customer orientation and commitment to delivering exceptional service and support.Technology Proficiency: Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.Skills and Competencies:
Strategic Thinking: Ability to develop and execute long-term sales strategies that align with business objectives.Problem-Solving: Strong problem-solving skills, with the ability to identify and address challenges proactively.Adaptability: Ability to adapt to changing market conditions and customer needs.Collaboration: Strong collaborative skills, with the ability to work effectively with cross-functional teams.Results-Driven: Focused on achieving results and driving continuous improvement.Additional Requirements:
Travel: Willingness to travel as needed to meet with OEM partners, attend industry events, and support sales activities.Full clean driving licence.We Celebrate Who We Are!Allegion is committed to building and maintaining a diverse and inclusive workplace. Together, we embrace all differences and similarities among colleagues, as well as the differences and similarities within the relationships that we foster with customers, suppliers and the communities where we live and work. Whatever your background, experience, race, color, national origin, religion, age, gender, gender identity, disability status, sexual orientation, protected veteran status, or any other characteristic protected by law, we will make sure that you have every opportunity to impress us in your application and the opportunity to give your best at work, not because we’re required to, but because it’s the right thing to do. We are also committed to providing accommodations for persons with disabilities. If for any reason you cannot apply through our career site and require an accommodation or assistance, please contact our Talent Acquisition Team.Allegion plc, 2023 | Block D, Iveagh Court, Harcourt Road, Dublin 2, Co. Dublin, IrelandREGISTERED IN IRELAND WITH LIMITED LIABILITY REGISTERED NUMBER 527370Allegion is an equal opportunity and affirmative action employer.
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is responsible for driving sales growth and managing relationships with OEM partners. This role involves developing and executing sales strategies, identifying new business opportunities, and ensuring customer satisfaction. The OEM Commercial Director will work closely with cross-functional teams to achieve sales targets and contribute to the overall success of the organization.Key Responsibilities:
Sales Strategy and Planning
Develop and implement comprehensive sales strategies to achieve revenue and growth targets within the OEM channel.Analyse market trends, customer needs, and competitive landscape to identify opportunities for growth.Create and manage sales plans, forecasts, and budgets.Relationship Management
Build and maintain strong relationships with OEM partners at senior levels.Act as the primary escalation point of contact for OEM partners, addressing inquiries, resolving issues, and providing support.Conduct regular business reviews with sales team to assess performance and identify areas for improvement.Business Development
Identify and pursue new business opportunities within the OEM channel.Focus on ‘profitable growth’ and margin management.Implementation of strategic pricing policies including rebate & discount structures.Develop and present compelling value propositions to potential OEM partners.Negotiate terms and agreements with OEM partners to secure profitable, long term commercial agreements.Team Leadership
Lead and mentor a team of sales professionals, providing guidance, support, and performance feedback.Set performance targets and monitor team performance to ensure achievement of sales goals.Foster a collaborative and high-performing team culture.Cross-Functional Collaboration
Collaborate with marketing, product development, and other departments to align sales strategies with overall business objectives.Provide feedback to product marketing/sourcing teams based on customer insights and market trends.Work with marketing teams to develop and execute promotional campaigns and events.Working in conjunction with operations colleagues on SIOP, forecasting & inventory management.Sales Execution
Conduct sales presentations, product demonstrations, and negotiations with OEM partners.Ensure timely and accurate order processing, delivery, and after-sales support.Monitor and report on sales performance, including key performance indicators (KPIs) and metrics.Embracing CRM tools and the move to digitalising customer experience.Market Intelligence
Stay informed about industry developments, emerging technologies, and competitive activities.Provide regular market intelligence reports to senior management.Use market insights to refine sales strategies and identify new opportunities.Qualifications:
Education: Bachelor’s degree in Business, Marketing, Engineering, or a related field.Experience: Minimum of 10 years of experience in sales management/business development, with a focus on OEM channels. Proven track record of achieving sales targets and driving growth.Industry Knowledge: In-depth knowledge of the door hardware industry and the OEM ecosystem.Leadership: Strong leadership and team management skills, with experience leading high-performing sales teams.Communication: Excellent verbal and written communication skills, with the ability to present complex information clearly and persuasively.Negotiation: Strong negotiation and closing skills, with experience in contract management and deal structuring.Analytical Skills: Ability to analyze data, market trends, and financial metrics to inform decision-making.Customer Focus: Strong customer orientation and commitment to delivering exceptional service and support.Technology Proficiency: Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.Skills and Competencies:
Strategic Thinking: Ability to develop and execute long-term sales strategies that align with business objectives.Problem-Solving: Strong problem-solving skills, with the ability to identify and address challenges proactively.Adaptability: Ability to adapt to changing market conditions and customer needs.Collaboration: Strong collaborative skills, with the ability to work effectively with cross-functional teams.Results-Driven: Focused on achieving results and driving continuous improvement.Additional Requirements:
Travel: Willingness to travel as needed to meet with OEM partners, attend industry events, and support sales activities.Full clean driving licence.We Celebrate Who We Are!Allegion is committed to building and maintaining a diverse and inclusive workplace. Together, we embrace all differences and similarities among colleagues, as well as the differences and similarities within the relationships that we foster with customers, suppliers and the communities where we live and work. Whatever your background, experience, race, color, national origin, religion, age, gender, gender identity, disability status, sexual orientation, protected veteran status, or any other characteristic protected by law, we will make sure that you have every opportunity to impress us in your application and the opportunity to give your best at work, not because we’re required to, but because it’s the right thing to do. We are also committed to providing accommodations for persons with disabilities. If for any reason you cannot apply through our career site and require an accommodation or assistance, please contact our Talent Acquisition Team.Allegion plc, 2023 | Block D, Iveagh Court, Harcourt Road, Dublin 2, Co. Dublin, IrelandREGISTERED IN IRELAND WITH LIMITED LIABILITY REGISTERED NUMBER 527370Allegion is an equal opportunity and affirmative action employer.
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