What are the responsibilities and job description for the Key Accounts (OEM) Sales Manager position at GRASS America Inc.?
Key Responsibilities
OEM Sales & Account Management
Competitive base salary plus performance-based incentive tied to revenue growth, profitability, and strategic account
OEM Sales & Account Management
- 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
- 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
- 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
- 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
- Interdepartmental collaboration
- Entrepreneurial
- Contract negotiation
- Accountable
- Self-directed
- Travel up to 40-60% within North America for customer visits, trade shows, plant visits, and strategic account development
Competitive base salary plus performance-based incentive tied to revenue growth, profitability, and strategic account