Director, OEM Partnership & Strategic Growth - Automated Warehouse & Intralogistics

Must live within 90 minutes of a Rehrig Pacific Company's facility in Atlanta GA, Buckeye AZ, Dallas TX, Desoto KS, Erie PA, Kenosha WI, or Orlando FL or near an airport for international travel

Purpose of Role

Establish Rehrig Pacific Company as a preferred solutions partner within the global automated warehouse and intralogistics market by developing strategic OEM, system integrator, and enterprise customer relationships. This hands-on Director role is accountable for developing the market, building pipeline, securing specification wins, and leading a team that converts opportunities into sustainable revenue growth. Success in this role requires the ability to develop talent, open new market pathways, influence complex buying ecosystems, and convert early opportunities into sustainable revenue growth.

Areas of Accountability

Market Strategy & Ecosystem Positioning
• Develop and execute the multi-year OEM and partnership strategy for the warehouse automation and intralogistics market, spanning Enterprise and SMB OEMs, system integrators, and technology providers.
• Prioritize North American, LATAM, and global OEM opportunities based on strategic fit, market potential, specification influence, and long-term growth value.
• Position Rehrig's end-to-end solutions within evolving automation technologies, OEM business models, and competitive landscapes to create differentiated market opportunities and strengthen strategic partnerships.
• Partner with Rehrig's LATAM team to align regional growth strategies, coordinate OEM engagement priorities, and maintain consistent market positioning across global automation partners.
• Monitor industry trends, technology developments, and market dynamics to identify growth opportunities, emerging requirements, and shifts in competitive positioning.

Strategic Accounts & OEM Development
• Build and lead executive-level relationships across regional and global OEM, system integrator, and automation organizations to establish Rehrig as a preferred strategic partner.
• Influence engineering, specification, and platform decisions that drive inclusion of Rehrig solutions within OEM standards, system architectures, and future technology roadmaps.
• Influence specification, engineering, and platform decisions to secure the inclusion of Rehrig solutions within OEM standards, system architectures, and future technology roadmaps.
• Lead the team through strategic partnership pursuits - from initial engagement and technical evaluation to pilot execution, co-development, and long-term commercial agreements, while personally leading the highest-value pursuits.

Pipeline Development & Opportunity Conversion
• Build and convert a qualified opportunity pipeline through strategic OEM engagement, industry presence, and targeted business development.
• Secure specification wins, preferred supplier positions, and strategic agreements that drive commercial adoption of Rehrig solutions across OEM-led programs and deployments.
• Establish scalable partnership models-including alliance frameworks, preferred supplier agreements, and joint go-to-market programs-that accelerate commercial adoption and long-term revenue growth.
• Deliver pipeline, revenue, and forecasting objectives through disciplined opportunity management, CRM rigor, commercial execution, and effective deployment of sales resources.

Cross-Functional Leadership & Internal Enablement
• Translate OEM, system integrator, and market intelligence into product, engineering, operational, and technology priorities that enhance Rehrig's competitive position.
• Align Sales, Engineering, Product Management, Operations, and Service teams around strategic partnership opportunities, technical requirements, and execution plans needed to secure and support specification wins.
• Develop business cases that define partnership strategies, capability requirements, and investment priorities-including product, operational, capital, and resource investments-needed to enter and scale the automated warehouse and intralogistics market.
• Serve as a strategic advisor to leadership on market trends, partnership opportunities, competitive dynamics, and long-term growth priorities.

Team Leadership & Development
• Define the team structure, capabilities, and talent required to execute the market strategy, and recruit, develop, and lead a team that scales with the opportunity.
• Coach the team on complex, specification-based selling and OEM relationship management, and set the operating cadences, performance standards, and development plans of a high-performing commercial organization.

Knowledge, Skills, and Experience

• Bachelor's degree required (Engineering, Business, Supply Chain, or related field).
• 10+ years of B2B sales experience, including 5+ years in warehouse automation, intralogistics, or material handling.
• Proven record developing and closing complex, multi-stakeholder opportunities, including specification-based sales within integrated systems.
• Established relationships with OEMs, system integrators, and/or major end users within the automation ecosystem.
• Demonstrated ability to build and scale a book of business in a new or underdeveloped market.
• Proven experience building, leading, and developing commercial teams in high-growth or market-entry environments.
• Direct experience with Tier 1 automation providers, leading 3PLs, or enterprise end users; relevant providers may include Dematic, Swisslog, Toyota Automated Logistics, TGW, KNAPP, Daifuku, SSI Schaefer, Fortna, Honeywell Intelligrated, WITRON, AutoStore, or Symbotic.
• Willingness to travel 50-70% initially, including international air travel and regional driving.
• Ability to lift and handle products as required for customer demonstrations, events, or field-based work.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $180,000.00 to $250,000.00.